Monday Morning Wake Up Call with Kerry & Heather: Recent Episodes
Heather Holliday
Join Our Monday Morning Wake Up Call with Kerry Ramage, Managing Broker of RE/MAX Elite & Heather Holliday, Your Social Marketing Nut as We Discuss Hot Real Estate Topics, Weekly Activities & Your Motivation for the Week!
Hey, Real Estate Rockstars! 🌟 Ready to turn your client game from "just okay" to "OMG, you're the best!"? Dive into our fab one-hour sesh, "Spoil the ISH out of your sphere," where we'll be spilling the tea on making your clients feel like absolute royalty. 🍵👑
We're talking all the juicy secrets to dazzling your sphere so much, they can't help but tell everyone they know about the amazing YOU. And guess what? We're bringing in the big guns! 🚀 Our guest speaker Lisa Handley is a top-producing team leader who doesn't just sell houses; her team sell dreams, wrapping up over 50 homes a year in a tight-knit market earning her over $500k a year. 🎉
Watch The LIVE show here!
10 Ideas to get Listings in Today's MarketRead full blog & watch us LIVE!
We have reviews multiple ways of attracting Seller leads in the past but with the changes in the market, we thought you could always use more! Here are some ideas to kick off the New Year!
Automate the process of sending them comparable home sales activity
Set up a search of their neighborhood from your local MLS and send them the sold listings as they close so they can keep up with the activity in their neighborhood.
Send an unsolicited CMA every 6 months
Do a CMA a day for someone in your database and depending on how many in your database, you can cycle through them eerie 6 months. Pair the unsolicited CMA with a Bomb Bomb video.
Email the homeowners in your database a monthly newsletter
This keeps you at the top of mind so they remember to call you, the local expert when it is time to sell. Make sure you include an item of value in the newsletter.
Build a real estate database filled with homeowners
You should fill your database with friends and family members who own homes in the areas you service. You should include:
• Your past buyers.
• Owners you’ve met at open houses.
• Past expired listing homeowners.
• Homeowners in your farm area that you have communicated with.
Email your entire database 2 different questions
- Are you planning on selling your home in 2022/2023
2.Have you had any thoughts of selling at these peak prices?
Adopt Agent databases who are leaving the business
There are many ways to do this: buy the book of business up front, pay a referral for everyone in that agents database that uses you to buy or sell in the next 5 years or forever as long as retiring agents still has a license for referral
Do FB or Instagram live in front of Sold Sign of house. Ex: It's Kerry @ RE/MAX Elite. I am standing in front of 123 Main Street. We just closed this property at ___% of listing price. How you ask? Our / My marketing and negotiation skills. (we don't love posting just solds, but an occasional one which is video with stats and info is OK).
Sign up for seller attractions Sites - you only pay a referral if you close the transaction. - Homelight or UpNest or OpCity to name a few.
Create a seminar for seniors called "Big to Small House" - create a mailing campaign, create a landing page, run a FB ad.
USE Instagram story Polls to engage potential clients
Are you living in your Dream Home now - Yes/No
Have you had any thoughts of selling your home in 2022/2023 - Yes/No
Then message the people that answer no to question 1 and yes to question 2 and tell them you would love to help them find their dream home 9of course they need to sell to buy )
The biggest topic we are seeing online today are all about Buyers. With the media right now, the potential Buyers are hearing what is on the news, at the water cooler at their workplace as well as family member conversations but most are based on the National Media "Click Bait" type of news and we know doom and gloom seems to sell so how, as agents can we overcome these objections?
In a recent Tom Ferry Blog, he had some great questions and scripts that agents can use during this shifting market. Here are some great takeaways.
READ THE FULL BLOG HERE & WATCH US LIVE!
In most areas of the nation, the holiday season can be a struggle for selling or buying real estate. Most families want to be settled in their home before the rush of the holiday parties and errands, of course weather can also be something you have to consider in your business.
With all of this in mind, now is a great time to implement some holiday marketing to prep for an amazing Q1! Here are some ideas we found!
READ BLOG & WATCH US LIVE!!
Reignite 2023 Business Planning - Week 1
Get the full scoop here
https://www.mmwuc.com/reignite2023
READ FULL ARTICLE & WATCH OUR LIVE SHOW
10 Free Ways to Generate Real Estate Leads
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Create a blog and write about topics that potential clients would be interested in.
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Connect with people on social media.
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Use search engine optimization (SEO)
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Attend local events and introduce yourself to people as a real estate agent.
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Get involved with local charities and non-profit organizations.
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Sponsor a sports team or event in your community.
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Give presentations on various topics related to real estate.
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Host Open Houses
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Connect with past clients and ask for referrals.
10 . Stay active on online forums related to real estate.
WATCH THE LIVE SHOW!
It has been an interesting couple of years, we have endured unusual times for sure. Most have been so busy that they have sacrificed themselves, their family and have not had a great balance in their life but that was so easy to do. Here are a few tips to help you get your groove back and finish the year strong!
Take a moment and look through your Business Planning from last year - Yes, really look through it. What goals did you set for yourself? What new tools did you think you were going to add to your business or the pillars to your business... we know it has been a little crazy out there but as we head into Qtr 4, this review may help you get back into the right mindset.
Ask yourself these questions:
- What worked?
- What didn’t?
- What did I neglect that I shouldn’t have?
- What needs more of my attention?
- What new resources do I need?
- What new people do I need?
- What new routines do I need?
What is your Why? As we may need to actually start marketing again, remind yourself of your "Why"
- Who is your favorite "niche" to work with? (first time buyers, empty nesters, etc)
- Why do you love being in real estate? (Flexible schedule ;-) )
Are you prepared for the shifting market?
Do you have balance in your life? Use this shift to be ok with having a long weekend for yourself, your family... to disconnect. Find an agent at your office that can cover you and visa versa!
WATCH LIVE SHOW HERE!
As real estate pros, a lot is going through our minds. We're always concerned about our buyers, sellers, marketing, leads, and, of course, our families. But, one of the most important things we should consider is our safety. September is Realtor Safety Month. So, we wanted to give you a few reminders on how to be safe while doing what we love.
- Have a Partner - Most of our business is done solo. But when possible, work with a partner. Have someone else with you at Open Houses or showings. Meet new clients in your office or at a coffee shop.
- Be Aware - Be alert and aware of your situation and your surroundings. If something feels off, trust your feeling and get out of the problem. It's just not worth it.
- Take a Self-Defense Class - Taking a self-defense class could be a huge safety tool in your arsenal. So take self-defense courses and practice them to have muscle memory and be ready to protect yourself if necessary.
- Use Safety Apps - There are numerous apps designed to keep you safe. Noonlight, Homesnap Pro, and PeopleSmart are just a few that you could download and use. Install them and use these apps if a situation comes up.
- Ask for ID - Is your lead who they say they are? Don't be afraid to ask for identification when meeting clients for the first time. It's for your safety.
Top 5 Safety Action Items for REALTORS® from NAR
- Plan Your Safety Strategy
- Tips and Best Practices
- Training Videos
- Personal Protection Resources
- Take the REALTOR® Safety Pledge
Weekly Activity
Review NAR's Safety Resources, find a partner and set up your safety strategy
Words of Wisdom
Always be aware of your situation and surroundings
Stay Relevant - Find your opportunities! Stay up to date with your local market conditions. Housing prices have risen and your past clients have equity! Use this as the perfect time to reach out, send CMA and let them know how much their home is now worth!
Relationships! Real Estate is a relationship business! Staying top of mind with your SOI is crucial for your referral business! Send note cards, value worthy emails, personal videos, snail mail... keep in touch with your Sphere!!!
Stop being a Secret Agent! Build that online presence. We know this is something we mention A LOT but it is because it blows our mind how many agents don't have anything in their personal online profiles! Make sure you have that you are a REALTOR, have your website and other social links listed in every single profile you have! Stop making it so hard for people to find you! Use social to keep in touch after the close. Take 10 minutes daily to comment on social posts.
Some Additional Tips:
- Get a current list all in ONE place! Add notes & personal details to your contacts! Maybe take it one step further and categorize your list.
- Be genuine with your approach, reach out the way you normally would
- Plan tasks ahead of time and do it! (What gets scheduled, gets done)
- Do some memory jogger exercises to grow your list! But keep this list at a manageable size, Remember, your sphere are people that already know, like & trust you!
- Focus on giving value / learning vs selling
- Center your mission, vision & values - Remember your passion and it will flow easier!
Weekly Activity
Write five notes to amazing clients just to tell them thank you and that you are thinking of them.
Words of Wisdom
Too many of us are not living our dreams because we are living our fears. _ Les Brown
WATCH US LIVE & READ FULL BLOG HERE!
Every agent is constantly searching for a means to stand out to generate more leads, command authority in their chosen niche and become relevant in the business. This whole struggle is what spawned the idea of real estate farming and smart farming.
1. Direct mailing or email
Since smart farming helps you focus on a specific area of choice, sending out direct mail and emails to your listings is easier considering the size. To be successful at this strategy, you must provide value with whatever content you’re pushing out. Subsequently, you can follow up with local daily advertisements, showing up at local events, or getting involved in your community.
2. Using predictive analytics to generate listings
Knowing the best predictive analytics system that will provide you with satisfying results is the first step to take. Use a system that will consider and study past occurrences and provide you with the real-estate futuristic forecast in your farm.
3. Online ads
With over 246 million unique Google users in the United States, and 190 million people on Facebook, the internet spaces provide a massive reach for real estate agents. Through these platforms, you can reach out to your prospects via online advertisements.
In conclusion, smart farming is a marketing strategy that will make your farming efforts productive. It will boost your business and your prospects will know that you know what is best for them. You will be able to focus on true homebuyers and sellers.
Through smart farming, your real estate will march to the next level!
WEEKLY ACTIVITY
Reach out to those you haven’t seen in a long while and make a plan to reconnect.
WORDS OF WISDOM
Opportunities don't happen. You create them. ~Chris Grosser
Read the full blog & watch us live!
Let's talk about our clients. The market is moving so fast, and in some cases, it might just be too much for buyers and sellers, which leads them to change their minds about moving. Bad news for you. Here are a few tips from real estate coach Tom Ferry that might help you keep your buyers and sellers on track in an uncertain market.
1. Set Realistic Expectations
​You don't want to sound like doom and gloom, but you should set realistic expectations with your clients. Assure them that you'll help them every step of the way. If your buyers or sellers become hesitant, you can remind them about the conversation. And talk them "off the ledge." While calming nerves, you're also building trust.
2. Empathy Goes a Long Way
​You have to remember that your clients aren't in the business. They don't deal with the situations that you deal with daily. Have patience and understanding by putting yourself in their shoes. Share stories where you've helped other clients in similar situations. Your experience will ease any fear.
3. Take the Advantage with Numbers
You have access to a ton of data. These numbers are your proof of what’s really happening in the market! Use the numbers to your advantage. Let your buyers know that prices are likely going up if they wait. Sellers can understand that sale prices are high, and they'll get more for their homes.
Source: Click Here
WEEKLY ACTIVITY:
Action moves you forward. What action can you take this week to break loose from whatever is holding you back?
WORDS OF WISDOM:
The only person who is truly holding you back is you. No more excuses. It’s time to change. It’s time to live life at a new level. - Tony Robbins
READ FULL BLOG & WATCH US LIVE!
As you well know, there are a lot of questions and hesitancy surrounding the housing market right now. Interest rates and prices continue to rise, leading to a lot of questions and anxiety among your clients. One of the most popular questions you've probably had to answer is, "is the market going to crash?" I watched this webinar, and I thought I would share a few key points for you to remember to help keep your customers calm.
Proof Is In The Data
You're the pro. Use data to prove that it's a good time for real estate. Gather as much local market and national data as possible. Give your opinion based on timely data. Give your buyers confidence that inventory is moving in the right direction. Seeing the numbers will give your clients more confidence and less anxiety.
You're the Expert
Take the time to educate your clients on the facts. Teach them what's happening in the market and how it's different from 2008. For example, lending is more secure, and rather than having too many homes, there aren't enough. Talk to them about the advantages of buying now. Prices and interest rates are only going up, so they'll pay more down the road.
Have a Simple and Effective Message
​Using data is important, but when presenting it, be concise. Don't overwhelm your clients. Keep your message short and sweet. Use visuals to help get your point across. A simple message will leave buyers and sellers with fewer questions and more confidence.
Great Resource Webinar with Talk Points (KCM)
NAR Economist Outlook
WEEKLY ACTIVITY
This week, believe in yourself, play to win, and be sure to intentionally cheer FOR members of your team at home and at work.
WORDS OF WISDOM:
Relationships are at the heart of your wellbeing and happiness. Nurture them and they will nurture you.
READ FULL BLOG & WATCH US LIVE!
As real estate makes a shift so must our marketing. If you have been in real estate long enough, you know that real estate is always changing and there is no crystal ball. You also know that you have to constantly evolve, learn, make little shifts and not be afraid to try new things. This will be especially important to those that have only been in real estate for 5 years. You only know the good... the great and quite honestly, the crazy! You have probably been so busy that you have never had to put a plan together to constantly stay in front of people.
Education - We firmly believe in going to seminars, events, conferences, etc. Three are more webinars than ever before which makes it cost effective to learn at your convenience. We believe there's always room for growth when it comes to our business and these classes often give a ton of value. Even if you only get a couple nuggets to implement, it can really be a game changer for your real estate business! For example, Heather has taken the SAME Video Bootcamp at least 4 times... but every time, she has grown and implemented just a couple ideas so each class she is at a different level and grabs new techniques to add! It never feels like the same class because she is at a different place in her business and level of expertise!
Networking - We personally love the in person events because as important as the education is, so is networking with your peers. Not only does this help build your referral network, but this also helps you learn and grow from the best in the business! How amazing is it to follow and create relationships with other top agents in different markets online but to meet in person and really be able to share what works for you / them. These events are perfect for really growing those relationships and taking them online... offline. We all do different things in our business, let's all help each other!
New Marketing Opportunities - When the real estate market shifts, it rarely shifts all at once and all in the same direction. In your business planning you probably have a lot of things you just haven't had time to implement or maybe after some classes you may want to add a little more to something you have been doing. For example, maybe you are pretty consistent with sending our postcards to your farming areas... maybe it is time to add a QR code to those that go to a landing page to get some leads? Maybe add a sign rider with a text code which will automatically send them the link to the property on your website? You can do this with a QR code as well! Maybe add a QR code to your real estate signs that go to your mobile app or linktree site which has all of the properties linked. We are sure there are a lot of ways you can make a little tweak with what you are currently doing to take it up a notch!
Stop being a Secret Agent - We are probably a broken record when it comes to your online profiles and making sure they are up to date and have all of your information but it continues to blow our mind how many agents don't even have that they are an agent in their personal Facebook Profiles! Make sure your Bio has that you are an agent, make sure you have your Business pages linked in that personal profile and make sure every profile has your website listed! Make it as easy as possible for someone to find you!
Improve our relationships - Make sure you are utilizing your CRM and being consistent with reaching out to your sphere and your past clients! Send monthly emails about the market, text them, engage with them on social... make sure you are doing something!! Connect as a person, not as an agent!
Join Kerry & Heather on the Monday Morning Wake Up Call as we discuss
4 Strategies to add to your business!This year (like the last 2) has been very interesting! As we head back into a "normal" market, here are some strategies to add to your business to maintain that goal and finish out the year strong!
E-mail marketing - Are you sending consistent emails to your database? Make sure these emails are providing value, local content is always great! We would recommend at least once a month but some agents say weekly give them the best results if done correctly!
Check out this Tom Ferry Postcast for some ideas!
Social Media - Be an educator on social media. We feel you will get out of social what you actually put into it so if you have a third party posting "fluff" content and aren't getting tracking or engagement - Don't expect leads. If you are posting engaging, informative posts, stories, reels, etc - You will see a huge difference in the way social media can really work for your business.
Snail Mail - Are you sending out postcards or using EDDM to mail out to your farming area? Be consistent and get the word out about what the real estate market is really doing! We love using QR Codes for making it super easy to go to landing pages... whether it be Home Value landing page . Seller-Buyer Guide or a Market Report for the area you are sending the mailer!
Mind & Health - We have been running in circles for a long time, now is a great time to focus on yourself with your mind & body! Do some meditation! Get back into a workout routine, read that book, take a walk and listen to your favorite podcast! Don't forget to eat healthier too, this makes a huge difference in how you will feel daily.
WEEKLY ACTIVITY:
Reach out to at least ten people with messages or even tokens of your appreciation.
Make Someone’s Day!
WORDS OF WISDOM
ATTRACT what you expect
REFLECT what you desire
BECOME what you respect
MIRROR what you admire
There is no denying the power of Social Media and the possible reach you can have. We absolutely love how easily you can stay in from of your database as well as potential clients by being top of mind when it comes to real estate in your area! Here are a few tips to make social media work for you!
READ THE FULL BLOG - WATCH LIVE SHOW HERE
READ FULL BLOG AND WATCH US LIVE!
Are you running the day or letting the day run you? Do you run your business like a
business or are you letting your business run you? As the market is finally making an adjustment to a "Normal" market, many agents that entered the business in the last 5 years may have been lucky to get the business and sales that have helped their business and not had the time to really focus on setting up a routine for their business.
Here are 4 things we think every real estate agent should be doing daily to set themselves up for long term success.
Work your CMS (Client Management System)
Hopefully you have a Client Management System, even if it is a simple spreadsheet. Adding your sphere and past clients to your database can be crucial for your long term business. After all, these people already know, like and trust you! Spend 15 minutes a day to keep this up to date, add notes, maybe organize by A, B, C "lists". Knowing who already recommends you and what communications you have had with everyone on your list could make a huge difference in your real estate business!
Send at least one personal note card daily (or 5 per week)
We love social media to be able to know what is going on in someone's life. This also gives us a peak inside their personal life and ways that we can send a personal note card. We think it is EXTREMELY tacky to throw your business card in these personal note cards but if you want it branded, you can easily have custom cards made that have your branding on it. We still don't think this is necessary, but at least get those cards out and make sure to add this to your CRM.
Touch base with a past buyer and see how they are doing.
Send a personal email, text or call to a past client to see how they are doing. Maybe they were going to do some home improvements on the home and you can see how that project is going, if so, ask to see photos (they will love that you remembered this)! Remember something about your conversations and use this as your reason for reaching out! Make sure to note this conversation and set up a follow up in your CRM! Maybe you could offer to do a CMA on their property so they can see how much equity they have earned since their purchase!
Take time for you and your family
Don't forget to disconnect and recharge yourself. Even in busy times you have to keep that balance for yourself. Take a Yoga class, go out to dinner with your loved one)s), go to the kids game and be "present". Put the phone down for a couple hours.
WEEKLY ACTIVITY:
Plan four activities to recharge before the end of summer and do them!
WORDS OF WISDOM:
Your FUTURE is CREATED by what you do TODAY, not tomorrow
READ THE FULL BLOG AND WATCH US LIVE!
There's no denying that video marketing is powerful.
The ability for someone to see and hear you allows them to get to "know you" without ever meeting you in person. Sharing on social, uploading to YouTube gives you MAXimum visibility with your audience as well! Here are some tips to get you started!
TIP #1 - Make your videos engaging. You only have a couple seconds to grab someone's attention so make sure you have images, graphics and hooks first to keep them engaged.
Tip #2 - Know Your Audience - Which platforms do you use, who are you trying to reach? Who are your ideal clients? Knowing this will help you with your messaging.
TIP #3 - Add closed captions to your videos if you will be speaking. This will allow people to read what you are saying vs turning their volume on. Many people are scrolling through social media with their sound off.
Tip #4 - Make a list somewhere of questions you get asked frequently and start answering these questions through video. Use your Notes app or maybe Google Drive to stay organized. Create a content calendar so you can be consistent!
Tip #5 - If you are not ready to be on video, no worries! We use Canva to create market report videos, real estate tips for YouTube, social, reels & stories all without being on camera! Start somewhere and the more you create videos, the easier it will be!
Tip #6 - Once you feel comfortable getting on camera, start recording yourself talking by sending your kids, spouse, loved ones videos! The more you practice, the easier it will get. We actually started a private Facebook Group for practicing LIVES without an audience to play and get comfortable. You could do this with a Business Page, Instagram account, etc.
Tip #7 - Get some basic equipment. We always carry a tripod and Bluetooth clicker in our cars for on the go or out and about videos. You never know when you will need it. Once you decide to get on camera, a decent lav mic will do great to pick up your audio! In our office we have a full green screen room with lighting, ring light tripod, green screen background as well as regular "product placement" backdrop. You can get a starter kit on Amazon with these items for around $100.
Tip #8 - Keep it Real! Showcase your personality! This is one of the most powerful parts about video. You are who you are, you look like you look and sound like you sound! Don't let this be the reason you don't do videos! Good lighting can help but in all seriousness, Being "You" will go a long way so let that personality shine!
Tip #9 - On the go Video Apps. Article for top 21 best video Editing Apps
- Quik
- Inshot
- Adobe Premiere Rush
- iMovie
- WeVideo
- Splice
- Vimeo Create
- KineMaster
Tip #10 - Real Estate Video Ideas to get you started.
- Video Introduction (perfect for website and Featured Video on your YouTube Channel)
- My 5 most asked questions from Sellers
- My 5 most asked questions from Buyers
- Neighborhood Tours - Choose your Top 3 Farming Areas
- Local Attractions / Businesses - Sell the area and fun things to do!
- Video Testimonials from your past clients!
- Frequently Asked Questions about Real Estate / Area
Join REVSnation Facebook Group - Group all about video for the Real Estate Industry!
Join Pinky Knows Naple
In times of the unknown, let's talk about how a business can stand out and take advantage of a possible recession by providing exceptional service and going above and beyond for its customers.
READ FULL BLOG HERE OR WATCH LIVE SHOW!
You don’t need to spend a lot of money to get started in real estate. All the tools you need are available by tapping into your own skillset as well as the skillset of those around you.
READ THE FULL BLOG HERE!
A strong Brand is going to help you stand out and establish credibility. We are not just talking about what "Franchise" or Company you are with or colors you use for marketing, we are talking about your own personal brand.Â
Here are a few questions to ask yourself when thinking of your Brand.
Read the full blog here
Join Kerry & Heather for our mid year review! Are you on track to finish strong? Do you need to make any tweaks?
FULL BLOG - READ HERE
Get people talking about you.. in a good way!
Are you being remarkable and memorable when it comes to your business?
Here are 5 ways to get people talking about YOU!
Watch Live Show and read blog here!
5 ways to grow your business
Perform a Business Review
Outline Your Goals
Know Your StrengthsÂ
Get creative
Keep up with tech
Join Kerry & Heather on the Monday Morning Wake up call as we discuss ways to improve your online presence to Stop being a secret agent!
If you are like most agents, time management, especially in a crazy market and hectic fast- paced world, managing time effectively can be very challenging. Working with Buyers & Sellers on their timeframe can always lead to other business tasks falling through the cracks but to be consistent with your business, time management right now is actually more crucial than you think!
If you really want to achieve your business goals, you must stop wasting time and implement a structure to help you be more productive and focused.
- Get Organized! Use your CRM for ensuring you are staying in touch with current and past clients as well as your sphere and prospects! There are a ton of CRM's out there, find one that matches your business needs. Just like websites, there is no one size fits all. For example, if you generate online leads from a variety of places, you will most likely love Follow Up Boss because it integrates well with most platforms. If you focus mostly on your sphere and past clients, Buffini Rain Maker will most likely be perfect! When choosing a CRM, make sure to do several demo's which will help you see what is available in each platform. Some may have features you love that you didn't even think about which will help when asking questions.
- Stay On Top of Tasks! Heather uses Asana for her tasks, she absolutely loves how her tasks that she does monthly are able to be in her system and set to repeat. If she didn't have this, many things she does would most likely fall through the cracks. The Free version has worked out perfectly and the set up was a breeze! Add a task & notes, links, etc and set to repeat - Viola! It acts as a checklist so when she is done with a task, she can check it off her list! Simple tasks such as setting a task for sending your 5 notecards a week, scheduling social posts, website updates, etc can be set up so you don't forget!
- Schedule Time for You! In this crazy time, scheduling time for your friends and family is very important so you can recharge yourself! Make sure to set up a night away or a mini staycation getaway for the weekend. Find someone that can assist you so you can really be present in the moment. Think - Work Hard, Play Hard. This time is crucial for your life balance.
- What are you doing now? Evaluate how you currently spend time. A recommendation would be to take this week and actually write down what you are doing throughout the day. Use your notes in your phone to make the logs. At the end of the week, go through this and find ways to work smarter. Where can you make adjustments and improvements to help you plan a more efficient schedule?
- Implement a Strategy! Find ways to time batch your tasks. Are you at the point where a transaction coordinator or Assistant makes sense to free up some of the daunting tasks so you can spend time focusing on income producing activities? They always say to hire one before you need it!
WEEKLY ACTIVITY:
This week write down what you are doing throughout the day. At the end of the week, go through and find ways to work smarter, make adjustments and make improvements to help you plan a more efficient schedule.
WORDS OF WISDOM / MOTIVATION FOR THE WEEK:
Either Run the Day or the Day Runs You!
Here are some ideas on Delivering Extraordinary Experiences while in the Real Estate Industry.
Simple Advice, be their agent before you are their agent.
Through video, blogs, social posts you can easily answer the questions you get all the time! These are offering a ton of value yo those who may just have started the buying or selling process. Give value & information, it is more powerful than you think! Not just real estate advice, think bigger! Think of your area, schools, local businesses, be the Real Estate Mayor of your area and the go to person. People will remember this.
Stay in touch with past clients
Your past clients already know, like and trust you... the power is after the sale. Stay in touch through note cards for special occasions, regular email campaigns, yearly client appreciation events. Those past clients have a lot of friends & family that they would love to refer to you! Recently Jared James said each client is valued at $170,000 EACH! Hopefully keeping that number in mind will help add this to your MUST DO list in your business plan!
Response Time Matters!
One of the biggest complaints consumers have is response time (or lack of it). Make sure you have asked the consumer their preferred method of contact and use that. We may love texts but if they prefer a phone call, make sure that is how you are reaching out to them. Also make sure you are in touch with your clients often, ask questions, let them know what is going on before they reach out to you with a question.
Those are just a few ideas, but always think about the consumer's experience as you are working for them and let them know ahead of time that you are working for a 5 star review and let them help guide you on what that looks like. Always set out to Exceed their Expectations!
WEEKLY ACTIVITY:
Find articles that make you smile and laugh and pass it along on social, your next email campaign and even via text. It's a lamplighter in a tough world and a conversation starter for you!
MOTIVATION FOR THE WEEK:
People will forget what you said. People will forget what you did. But people will NEVER Forget how you made them feel. -Mayo Angelo
READ FULL BLOG & WATCH LIVE SHOW!
As we have finished the first quarter of 2022 it's time to pull out your Business planning books and do a check up.
Personal vision and Professional Vision - Have you achieved any goals that you can check off your list? Do you have any new goals to add to the list?
Vision Board - pull out your vision board. Are you on track with your 2022 goals? Do you need to get back on track with your goals on your vision board?
Measure and Tracking - are you tracking everything. Where are you in your goals, have you achieved at least 25% of goal or do you need to ramp it up in the 2nd quarter? Where are you getting leads from and do you need to shift focus?
Expenses - Business and Personal - Do a check up and compare your bank account to the expenses are you spending more or less?
Have you updated your online profiles? Do a quick once over on your profiles, email signatures, etc. Does your website link work? Do your social profiles have your information?
Are you doing your 10 things consistently? What are your 10 things, do you need to shift some that make more sense to be doing in 2022.
How's your daily schedule shaping up? Do you need to make adjustments and change some things around?
Keep up the good work!
WEEKLY ACTIVITY
Take an hour this week to review your business planning book and find out what is out of sync in your life and put a plan in place to get things organized.
WORDS OF WISDOM
A little PROGRESS each day adds up to BIG RESULTS!
READ FULL BLOG & WATCH US LIVE!Here are 5 ways to introduce new people into your sphere, as well as learning & sharing with other real estate professionals.
- Start a Mastermind Group. We are always saying to find your "tribe". Having regular accountability calls / zooms / meet-ups with other professionals will not only allow you to be with others that can relate to your daily struggles, it will allow you to bounce business ideas back and forth to up your game.
- Become a mentor. There are plenty of newer agents out there that are looking to grow their business. Becoming a mentor could give you the opportunity to have an agent to help you work your buyers and eventually have a team to have each others back for stay-cations or mini getaways to keep your sanity.
- Create something and share it. You probably have something you do in your business that you love, we bet others would too! Don't be afraid to share! There are many groups that allow sharing of knowledge. If you help just one person learn a new tip or trick, the good vibes from teaching have a way of coming back ten-fold.
- Become a connector. Be on the lookout for needs and wants. Slow your scroll and listen carefully to what your friends on Nextdoor, Facebook or Insta are asking for, and have your database ready. If someone is complaining that their kids are struggling with post-lockdown learning, could you introduce them to a retired teacher? Real estate agents are natural connectors. By being more intentional about it, you’ll find that folks will look for ways to connect you with people with real estate needs.
- Join a committee. There’s no shortage of opportunity to get involved on a hyper-local level at your Association or MLS. Raise your hand and grab a seat at the table. These behind-the-scenes groups are making important decisions about investments, technology, regulations and your professional future. Learn, listen, and make sure your vote gets counted.
Original Source: Real Trends
WEEKLY ACTIVITY:
Drop by five favorite clients this week with a potted plant or package of seeds and a note that says, “Thanks for helping me grow this past year and for being the kind of amazing client that makes the spring a little sunnier!”
WORDS OF WISDOM:
ATTRACT what you expect
REFLECT what you desire
BECOME what you respect
MIRROR what you admire
Check out some ideas on reducing stress during these crazy times!
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Have you ever had "writers block" when it comes to writing a great narrative on your listings? We found this list of some creative descriptive words to help you along the way!
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5 Ways to Attract New ListingsInventory is only low when you don't have listings so let's dive right into some ideas to get you some listings, starting today!
1. PREPARE CMA'S FOR BUYER'S YOU SOLD A HOME TO PRIOR TO 2021. According to 2021 NAR stats, the average homeowner gained $56,700 in equity over the past year. Go ahead and prepare a quick CMA for every buyer you helped in 2021 and congratulate them! While you are at it, why not do this for the clients you enjoyed working with from the past 5 years? Sending 5-10 genuine letters with quick CMA's letting them know how much equity they have will surely gain some momentum! Here is the start of the letter - Congratulations! Since you purchased your home, the value has increased $X. That is a X% return on your investment! Let them know you are including a quick Price Analysis but if they are looking for a more in depth analysis to include any improvements they have made, to give you a call!
2. SEND POSTCARDS TO OUT OF STATS HOMEOWNERS. Go thru the areas you "farm", look for out of state owners and prepare quick CMA's for them as well!
3. SEND POSTCARDS TO YOUR BUYER'S AREA OF INTERESTS. Have you lost out lately in a multi offer situation? Send out postcards to the neighborhood letting them know you have pre approved buyers who are ready to purchase a home in their neighborhood. Possibly provide some stats for homes that have sold recently and to give you a call for a more in-depth price analysis.
4. SEND LETTERS - EMAILS - TEXT OR CALL TO EVERYONE IN YOUR DATABASE! Reach out to everyone in your database to see if they are curious about the real estate market or if they are considering selling in this HOT market!
5. AGENT REFERRALS - Make sure you have a database of agents around the world! Reach out and remind them of where you are and start making referral partners! Social groups and events are a fantastic way to create relationships with agents!
WEEKLY ACTIVITY
Prepare a CMA to your top 25 clients you sold a home to prior to 2021, let them know the amount of equity they may have!
WORDS OF WISDOM
A little progress each day adds up to BIG results.
Real Estate Lead Generation is constantly evolving. Of course we are always discussing the importance of focusing on your Sphere of Influence since they already know, like & trust you. It will always cost you a lot more time & money to gain a new client than someone who already knows you.
As you think about creative ways to get more leads, you must think about your why and what type of person you LOVE to work with! Whether it is the first time home buyer, empty nesters, or other family situations like divorce, probate, etc. It is a lot easier to find the right lead source for you if you know what you love about selling real estate or working with buyers or sellers!
Here are some ideas for lead generation for real estate agents:
Google Pay per Click (PPC) - Drive traffic to your website or specific landing pages, You control the monthly amount of $$ you want to spend! Tip: Create a couple different ads if it is your first time... maybe have a small budget for each, track using google analytics so you know which ad performs the best and increase that ad!
Seller Leads from Market Leader: Market leader runs one of the largest home valuation sites online.
Divorce Leads - If you are serious about working these leads, get your RCS-D (Real Estate Collaboration Specialist – Divorce) designation and reach out to Divorce Attorneys to let them know this is your specialty!
Bold Leads for Buyer & Seller Leads - Bold Lead claims to offer agents a 5x's return on their investment. If you have a system in place to help cultivate leads, this may be a great option!
Circle Prospecting - A great way to get your name out, especially for your farming areas. You can buy a list of homeowners' cell numbers, cross check the DNC list. You can use an app like Slydial broadcast to leave homeowners voicemails for your next Open House in the area!
Smart CRM's - Using software like Zurple or First.IO, let artifical intelligence help you reach out to someone who is most likely to buy or sell!
Send letter's to Absentee Owners - With the market being hot, these owners are a great resource for listings! Maybe they have been renting their property or using as a second home. With the home values and equity being high right now, it may be the perfect time for them to sell!
Garage Sales: Yes, we just said garage sales!We love the neighborhood Garage Sale days, especially if it is in your farming area! Wear your brand swag, go shopping and spark up conversations! You are out shopping for items to help stage your listings because you work hard for your Seller's!
Website - Build out your website and make it a hub of information about the area! The more content, photos & videos you have, the more likely you will be found on a search. Use these landing pages to share on social to help drive traffic to your website!
Social Media - The world is your oyster with social! From creating and maintaining those relationships with your Sphere, you stay top of mind when it comes to referring you! Networking in groups can be just as powerful! Be positive, provide value and be passionate and you may be surprised at the opportunities that come your way!
Local Clubs, Organizations & Non Profits - Get out there and find your "tribe
of people"! Never be shy about wearing or having your swag with you! (branded shirts, hats, cups always let people know what you do without you having to shout it out).
These are just a couple ideas for helping you with yo
Because tax laws change frequently, we’d strongly suggest you check with your tax consultant prior to acting on this information.
Training & Education Events & Courses
We are always saying the more you learn, the more you earn and we all know the real estate industry is always changing. With so many classes being offered virtually, take advantage of these classes for continuing education! Make sure you take advantage of training events & course and write off those expenses!
Marketing Expenses
If you think your marketing, social, website could use a facelift, maybe getting a professional marketing company to create some professional pieces for you would be a great idea. Make sure you write this off as marketing expenses.
Legal & Professional Services
We know you could do it all but if there are parts of your business that you hate doing, maybe you procrastinate doing or just do it kicking and screaming. Maybe it is time to delegate and hire a professional to do these tasks for you so you can spend your time focusing on income producing activities. You can also use this time to recharge yourself and spend with your family and make sure to write this off as business expenses.
Health Insurance
This is one of the biggest expenses we have on an individual or family level. As a self-employed independent contractor, you can deduct your health insurance costs as a write off as long as you haven't opted our of an employer plan.
Software for Productivity
With so many products out there to help streamline your business, make sure to take advantage of those that make sense for your business! Whether it is a CRM, website, marketing automation, etc. These can be a write off for your business!
Some other ideas to discuss with your accountant:
Phone Bill, Phone & Accessories
Office Supplies
License & Membership Fees
Desk Fees
Property Marketing
Gas, Car Maintenance, Insurance, Registration, Parking, etc
Home office furniture
Internet
Join Kerry & Heather on the Monday Morning Wake Up Call as we discuss Review Platforms and getting Raving Reviews!
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Are you a Secret Agent? How often do you update your social or website?Â
Anyone who has watched or listed to our show knows that Heather's big business pet peeve is when Agents have wrong websites listed all over the place. She works with many agents and sees this more than she would like to admit, whether an email signature or when she is trying to connect with them on social. Have you lost a deal because of this? You may be surprised! Stop being a secret agent and take 10 minutes to check your links!
READ THE BLOG HERE!
So often we hear that there are never enough hours in the day. Especially in a crazy HOT market like we have had, trying to fit in time for marketing a new listing (that may go under contract within days), so many agents have skimped out on their listing marketing... but this is also your portfolio so here is a quick and easy checklist to help streamline your Listing Marketing. Once you have a checklist, it won't take long to get in the habit and squeeze in 30 minutes to get your marketing done!
These are just some ideas, there are so many other ways you can market but this list should be a perfect starter list! ;-)
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READ THE FULL BLOG AND WATCH US LIVE! Here are our top 5 traits of a producing agent.
#1 - They set goals, write plans, and execute.
We love our business planning and still see so many just going with the flow without any direction. Sometimes these agents can be very successful as well but they have absolutely no direction or goals and when the markets shift, they are typically the first ones who sit there wondering what happened.
#2 - They respond quickly
Consumers are in the expectations of "now" as are we. So many agents take a day or two to respond and we see this with non stop complaints about agents. The agents that are responsive to their clients will always win!
#3 - They set realistic expectations and don't over promise and under deliver.
Be the agent who under promises and over delivers, not the other way around. Think of Exceeding Expectations with every transaction.
#4 - They know their local market & community
Do you check your daily hot sheets? Are you in tune with the businesses coming in around town? Are you a member of your Chamber of Commerce? Do you know the stats for your local schools? Just remember you are never just selling a home, you are selling a way of life and knowing your community is just one step.
#5 - Stay connected after the sale
So many consumers say they would absolutely use their agent again but unfortunately only a very small amount actually keep in touch after the sale. Make sure you have systems in place to stay in touch, whether a monthly e-mail newsletter and of course we always say personal note cards can be a game changer for your business! Also consider a past client event!
WEEKLY ACTIVITY:
Use "your stuff" this week to make a BOLD commitment to your goals and take the action to put those dreams in motion.
WORDS OF WISDOM / MOTIVATION FOR THE WEEK:
It's not the load that breaks you down, it's the way you carry it. - Lou Holtz
Read the full blog or watch us live here!
Stay Motivated because Motivation Matters!
- Stop telling yourself limiting beliefs
- Have positive self talk
- Remind yourself of what matters to stay motivated
Get Permission to Perform
- Is there someone in your life that you need to "get permission" to ramp up your work life?
- Make that person (people) a part of your plan and ask their permission
- Performance takes time away from the people you love and they need to know how hard you have to work to reach your goals
List More Houses this Year than you Ever Have
- If you don't have a pre-listing package, get one, or update what you have take a critical look at it and improve it
- Are you qualifying sellers before you go to listing appointment
- Review your listing presentation and make changes
- What's your process at the listing appointment
- Does your marketing campaign blow them away and show your value
- How are you educating them on price?
- Are you explaining the process?
- How are you handling objections that ultimately make you stand out?
Choose the 4-7 Daily Disciplines that will bring you to success
- Morning Routine
- Know the Data (MLS stats, interest rates, trends)
- Practice your scripts
- Appointment setting time
- How many appointments do you want per day?
The pandemic ignited a home-buying frenzy as the decade-long housing shortage converged with historically-low mortgage rates, shifting workplace dynamics and new opportunities for young buyers to pursue their first homes.
As we near the end of 2021, here’s a look at the expectations of real estate experts for 2022.
Read the Full Blog Here!
Join Kerry & Heather for our first show in 2022 as we review Do, Doing, Done within your Business Planning to help you get the year started right to achieve your 2022 Goals!
LINK TO BLOG FOR INFO & GOODIES!
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Join Kerry & Heather for your Monday Morning Wake Up Call as we do our Gratitude & Reflections of 2021 show to wrap up our year!
Elevate 2022 Business Planning Week 2 with Kerry & Heather on Your Monday Morning Wake Up Call
Watch us Live Here!
Creating your vision board which allows you to see what you want to achieve, and deciding on that magic number $$ for you to create the lifestyle you want for the next year. Once you know that number, the next part of your business planning (which isn't always the most fun) it knowing your numbers. These steps below will help you know how many transactions you need to reach your magic number and help you create a plan to get your results.
- Setting financial goals and aligning them with the required activities to achieve them allows you to bring focus to the tools and activities you need to create results.
- Knowing your numbers and the actions you need to take to achieve them is the first step in setting goals for your business.
- To translate your financial goal into the number of transactions necessary to achieve it, take the average sales price of a home in your market and multiply it by the average commission. This will determine an average commission you can expect for each transaction.
- Divide your financial goal by this average commission. This will yield the number of transactions needed to achieve your goal.
- To build in a cushion, take this transaction number and divide it by the percentage of success you anticipate you will have when working with sellers or buyers. If you anticipate an 80% success rate, then divide the total transaction by 8.
- Now that you know the total number of transactions, you can calculate the number of conversations required per day to achieve your goal.
- Remember that the number of conversations per day can be adjusted to meet your personal goal. Meeting your transaction goal is closer than you think when you consider that conversations with friends, family and business owners all count.
- Once you are committed to your goal remember to bring the right energy and preparation to this business endeavor. Learn your dialogues, role play with fellow agents and follow the rules of conversation by being an active listener that takes notes, repeats client objectives and stays physically and emotionally engaged in assisting them meet their objective
*Agent Action Plan*
Send handwritten notes to at least 10 people in your sphere this week.
Words of Wisdom
Don't be busy, be productive.
Read the full blog and watch the live show here
Where are your leads currently coming from? Based on last weeks live, you should have printed your deals from this year and know where each of those deals are coming from. What tools & systems are you using that is providing you a positive return on investment, which ones aren't working at all. Evaluate if they are or aren't working based on actually "working them"... more often then not we buy the shiny new object but forget to set aside the time to learn it, or work it to get the maximum results. Sometimes systems and tools are better to bit off in bite size chunks which is why we love using our business calendar by the month versus as the year in whole. If we say I want to implement "X system" in February and really dedicate the time to learn it and put it to use by March you may be ready to implement something new! Use this week to really think about the systems and tools that you are paying for, think about the sources that you might want to double down on and tools that may not work for your business that you can cancel and save time / money.
Things to think about:
What systems & tools does your Brokerage or Franchise offer? You may be surprised at what you already have at your fingertips! Take the time and dive into these programs to save yourself some $$!
If your sources are mostly coming from X, what can you do for next year to double down on that source?
As you think about your systems and tools, start writing down ways to make improvements on what works, what you would like to implement so when it comes time for your business planning it will be a lot easier on you!
Website, CRM, Task Manager, Social Media, Online Presence,
*Agent Action Plan*
Is it time for you to do an organizational checkup for your home and business as well? It’s been a busy year for many agents and often that means a lot of things get left undone. Take an hour this week to find out what is out of sync in your life then put a plan in place to get things organized.
Words of Wisdom
You will never be completely ready. Start from wherever you are.
(Progress, NOT perfection)
Read the Blog & Watch Us LIVE here!
As business planning is just around the corner it is time to start thinking about your 2022.
Information to Gather:
- 2021 sales (and possibly 2020 if you want a further look)
- How many buyers and how many sellers
- Lead source of the sales
- Expenses Business
- Expenses Personal
- Goals for 2022 for vision board, what didn't you get to in 2021 that needs to carry over to 2022, what are your short term goals and long term goals
Weekly Activity
Spending time working on your strengths and weaknesses is time well spent. Are you prudent, kind, and just? Are you resilient and strong? Are you temperate? Are you honest? This week, spend time each day developing your character.
Words of Wisdom
“Character cannot be developed in ease and quiet. Only through experience of trial and suffering can the soul be strengthened, ambition inspired, and success achieved.” - Helen Keller
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Here are some tips to help:
- Business Partner, another agent, spouse, etc to help.
- Using a CRM to track your SOI, etc
- Deal Tracker to help you stay organized with your deals, maybe even a transaction coordinator to free up your time.
- Vision Board displayed somewhere you see daily
- Business Plan with monthly tasks to achieve.
WEEKLY AGENT ACTION PLAN:
Fall is the perfect time to walk your neighborhood farm. Consider taking a leave-behind such as door hangers, flyers or small tokens that will help make your visit memorable and let folks know that you are the neighborhood specialist to turn to when they have questions or real estate needs!
WEEKLY MOTIVATION:
Stay Positive.
Work Hard.
Make it happen!
READ THE BLOG & WATCH US LIVE!
How are you differentiating yourself from your competition or the other Realtors in your market? What are your strengths? What are you doing that is above the norm? Are you using your strengths in your messaging in social, print, e-mails, videos? Â
Here are some ideas to help you stand out:
- How’s the market? – Update on sales, prices, trends, etc.
- Professional Photos, before & After / Staging
- Your local neighborhood Sales / Results / News
- Give people a glimpse inside your process, after you just came out of an appointment, studying the MLS, etc.
- Around town – Featuring local businesses, events, what's coming, etc.
- Interviews with local figures – Politicians, school principals, etc.
- Listing videos – Home tours
Make sure you are constantly coming from a place of value and authenticity in your messaging and showcase your strengths for your business!
WEEKLY AGENT ACTION PLAN:
Make one change to your business to adapt to what is happening in your marketplace today.
WEEKLY MOTIVATION:
MINDSET.
The driving force in the quest for success and achievement.
We love some of the stats & ideas below and know that we are constantly talking about different ways to use your sphere, past clients and personal relationships for your business.
- Acquiring a new customer can cost five times more than retaining an existing customer. Increasing customer retention by 5% can increase profits from 25-95%. The success rate of selling to a customer you already have is 60-70%, while the success rate of selling to a new customer is 5-20%.
- Building a network of trust can take time but is the most cost-effective way to create increased long term success. Communicating to clients that you will always do what is in their best interest is something you can execute immediately.
- Trust can be shown in everyday activities, not only through years of a real estate career.
- Building value means providing important, accurate information to your network. It can be through social media to a large volume of people or through face to face interaction. The more information you can provide, the better.
- There are multiple ways to interact with clients now. Daily video messages, social media BombBomb…
- ”It’s a contact sport.” That level of exposure gets your name and face out there so when people are ready to buy or sell, they remember your messaging.
- Give value away through video. It helps the consumer feel like they are getting to know you so when they reach out, it’s as if a relationship has already been formed.
- Be a resource to your clients for more than just real estate. While it may require more work, it builds that trust that keeps clients coming back in the long run.
WEEKLY AGENT ACTION PLAN:
Call five of your friends this week. Plan to get together and just catch up. Cultivate those relationships.
WEEKLY MOTIVATION:
Don’t make friends who are comfortable to be with. Make friends who will force you to level yourself up
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Blog Link & LIVE Video Here
Presenting Your Value - Whether is is stats of what you have done in your real estate career, transactions closed, knowing the particular marking (farm area), maybe it is designation and learning about the particular situation that the buyer or seller is in. Do you have a "niche"? What do YOU do that is different than everyone else? Make sure these are in your presentations and talking points. Â
WEEKLY AGENT ACTION PLAN:
This is the time to ramp up your business, ensuring a successful last quarter. Make one change to your business to adapt to what is happening in your marketplace today.
WEEKLY MOTIVATION:
Success is nothing more than a few simple disciplines, practiced every day. - Jim Rohn
WATCH KERRY & HEATHER LIVE
Watch the LIVE show & Read the Blog Here!
• Real Estate Agents connect buyers and sellers. A tight inventory market requires an agent to find sellers who are no longer on the market and use dialogues that reconnect them with the original reason they wanted to sell.
• Researching expired listings, leveraging your community connections for word-of-mouth information, and scheduling daily conversations with people in the community is a powerful way to identify people who you can call. Remember the people you know are at the heart of the “on the street” knowledge you can gain and most of the time they will be happy to share their insights with you. The key is to ask!
• Look to stand out with your farming efforts too. Consider mailing handwritten notes to explain the opportunity that you have buyers or that there is the possibility of achieving a good sales price. The handwritten note will stand out vs. overdone marketing pieces that push you.
• To stay on task and ensuring you are generating inventory for your buyers set a goal to have 20 or more conversations with people each day. Whether it is a conversation at a swim meet or a phone call to touch base with a past client make sure everyone knows you are looking for homes for your buyers.
• Knowing the demographic makeup of the neighborhood of your seller prospect is the next step in knowing when to schedule the listing meeting. This knowledge will ensure you are in the neighborhood at the right time to conduct your door knock.
• If the neighborhood is younger and family-oriented weekdays and instead schedule the door knocking for a Saturday morning when the kids are up or an early summer evening. If it is a retirement community aim for afternoons on a weekday. Leveraging knowledge like will increase your chances for success and set you apart as an active and supportive agent.
• When speaking with the seller prospect the key is to get them talking and reconnected to their why. Let them know you sent them a note in the past week and that you might be able to help them realize their plan to sell.
• When confronted with tight inventory concerns from any potential seller, remind them of how you work and how you came to identify them. Begin to consult them as you would any client and ask them to describe the home they are looking for telling them you will work to find it for them when you are speaking with other people in the community.
• It is about connecting potential sellers with buyers. If you stay in conversation enough eventually the conversation will be about finding a match and getting their house on the market too.
WEEKLY AGENT ACTION PLAN::
Back to the phones. Talk to 25 people this week and send out at least one marketing piece to 200 or more people in your book of business database.
WEEKLY MOTIVATION:
“motivation IS WHAT GETS YOU STARTED. Habit is what keeps you going."
READ FULL ARTICLE & WATCH LIVE HERE!
How much effort are you putting into the “After the Sale”? Into the people you enjoyed working with? The ones who already know, like & trust you? What if someone told you these people have a tag of $117k EACH? Would you put a little more effort into the post sale? It is unique to you (and the cooperating agent) and the big companies aren’t invading that space. You have the relationship! It's up to you on what you will do with it after the sale!
Think about the Experience of working with you! What is this like during the process?
Think of places you go that have “perks” to membership. For example, I fly Allegiant all the time and having a simple CC allows me to automatically upgrade to Priority and I get a free drink flight! It seems stupid simple right?
Here are some great takeaway ideas we hope you start implementing today!
Client Loyalty Program
Simple Yearly Gift Cards - In your CRM, you should have notes from working with them. What are their favorite places to dine? Favorite wines? Do they have pets and favorite groomers? Make sure to write notes about the clients, this will be perfect for sending gift cards. (We recommend having your database with people marked at different levels, for example, maybe some past clients have repeatedly referred you, they may go into a higher tier for a higher level gift).
Home Value Assessment - In this crazy market, you should be doing this right NOW! Like sending 5 a week to your past clients until you have sent to everyone! Do a quick CMA and a personal note and to let them know you are there if they have any questions on their property!
Pop Bys throughout the year - There is nothing new about the ever popular Pop Bys throughout the year! Get creative and have fun with them!
WEEKLY AGENT ACTION PLAN::
Now is the time to start reaching out to your sphere of influence to see who has a real estate question or need. Talk to 25 people this week and send out one marketing piece to everyone in your book of business.
WEEKLY MOTIVATION:
“PUSH YOURSELF, because no one else is going to do it for you"
READ THE FULL BLOG OR WATCH US LIVE!
We live in a market where Data is King! The more you know your Numbers and Sources, the more predictable your business can be. In our yearly Business Planning Event this is something we strongly go over because you should know where your marketing dollars are being allocated and how much Return on Investment (ROI) each of these sources are bringing back to you! Of course a follow up plan to everything is going to be crucial for your success with anything you are doing as well!
Knowing that data is extremely comforting when you fear the rejection of making your phone calls, texts, emails, etc. Instead of seeing it as rejection, you’ll start to see it as “one call closer” to getting your desired result.
So make sure to track and measure:
- Goal appointments (and by when)
- Actual appointments
- Conversations
- Call-to-appointment conversion rate
- PPC Contact Conversion Rate
- PPC Closed time to close
- All Marketing Sources ROI
- Closed transactions
- GCI/earnings
If you aren't doing this, make sure to check out our Business Planning Event "Elevate 2022" this November!
WEEKLY AGENT ACTION PLAN::
Make sure you have something (software) or someone (a coach, partner, broker, manager, etc.) to hold you accountable to track and measure your numbers!
WEEKLY MOTIVATION:
Pearson’s Law says, “When performance is measured, performance improves. When performance is measured and reported back, the rate of improvement accelerates.”
READ / WATCH THE FULL SHOW HERE
In all of our coaching and business planning sessions, one of the first things we will ask is what are your 10 lead generation sources? We have seen over and over how top agents always have around 7-10 pillars to their business and we want to ensure our agents are setting them up for success. Here are a few ideas for lead generation, these are not a one and done, these are things you should be doing consistently in your business so you are on the constant rise versus having peaks and valleys in your business.
As Tom Ferry Says, the more fishing lines you have in the water, the greater chances of catching a fish.
We love that quote because it goes with our office philosophy of "Give a man a fish and you feed him for a day. TEACH him how to fish and you feed him for his lifetime"!
SOME LEAD SOURCES TO CONSIDER...
- Geographic farming/Direct mail
- Digital advertising
- Open Houses/Virtual Open Houses
- Expireds
- FSBOs
- Investors
- Builders
- Prospecting around recent sales
- Outdoor advertising (billboards, bus benches, etc. in your market)
- TV and/or Radio
- Community Events
- Agent-to-agent referrals
- Zillow/Realtor/Trulia/Optcity/Homelight/Homesnap/, etc.
There are many more but these are some great ideas to get you going!!!
AGENT ACTION PLAN:
Creating a list of trusted resources and promoting that list to your book of business is smart and showcases you as a resource.
WORDS OF WISDOM:
The business of business is relationships; the business of life is human connection.
-Robin S. Sharma
READ THE ARTICLE AND WATCH THE LIVE SHOW HERE!
Technology matters and using online tools and social media can help when you are connecting with younger buyers.
Here are 3 ways it can help you with clients…
Make it easy.
There are a lot of different apps or software out there that can help ease the buying and selling process for your clients. The easier it is for them to view documents, sign documents, view photos, accept a calendar invites, the better experience they will have and the more likely they will be to refer you to their family and friends.
Go beyond regular email.
To build trust and a relationship with your clients, consider adopting an email platform that offers video. By sending a personalized message to your clients versus a content heavy email, this makes it easier to connect and explain the reasoning for your Combine lead consolidation and response software with a video email platform to create personal messages for all your clients. Use the videos to wish clients a happy birthday, happy home anniversary, or to answer questions that take too long to type out.
Don’t forget to connect face-to-face.
When you meet with clients one on one or attend events you can expand your reach and build relationships.
Have more tips? We would love to hear them!
AGENT ACTION PLAN:
Do something to enjoy your life now, this week, with those you love and care about. Take a good look at your calendar and determine where you can block personal time.
WORDS OF WISDOM:
Don't limit your challenges. Challenge your limits.
Whether you are just getting started in your real estate career or you have been in the business for a while, knowing how to attract your ideal client will make your business easier. The easiest way to do this is knowing your brand which is more than a logo or a look with your marketing, but by building a complete brand to attract your ideal client! Here are some tips on doing this!
Who do you LOVE working with? Think about your favorite transactions and what that represents to you. How can you attract that business?
1. Know who your clients/prospects are. Look back at your past sales to find out who you are currently attracting. How are people finding you? What messages are you putting out there for the world to see?
2. What are their pain points/ambitions/fears/desires? You should be marketing to attract these attributes.
3. How can I help them get what they want? What do you do in your business to help?
4. Who are you? What makes you unique, what are your interests, or hobbies. What are your qualities? (People want to work with people they like and are just like them)
5. What specialty skills or insights do I bring to the table? Your knowledge, background, past experience will allow you to stand out.
6. What market do you serve? (How well do I know it/how well could I know it?) Experience... make sure you have this in your presentations when attracting your ideal client. It's a niche!
7. How will you bring all of this to market? Whether you have a page dedicated to this on your website, share it on social, include it in your newsletters, emails, etc. How about a video series? Take the top 5 questions and turn it into a vlog, then you can create a landing page, collecting information from those interested in your specialty leading them to a Top 5 Questions on XXX.
These are just a few ideas to get you thinking on your complete brand to help you attract the clients you love to work with! Have tips? We would love to hear them!
AGENT ACTION PLAN:
Start sharing home sales stats in your Newsletters to show potential sellers what trends are happening in your market.
WORDS OF WISDOM:
Today only happens once. Make it Amazing!
READ THE BLOG & WATCH US LIVE!
Sometimes we are always fishing for new / potential leads that we forget to spend time focusing on referrals... here are some tips for Referral Success
- Consulting with clients on their plans when buying and or selling a property should always include inquiring where they are coming from and where they are going.
- Make sure to emphasize that you have access to highly experienced and professional agents all over the world that would be happy to assist them with additional transactions and serve as local experts.
- Explain that you will qualify any referred agent and stay in touch throughout the process to ensure that the best service is being provided.
- Analyze your market and the businesses, universities and institutions within it. Forge relationships with key individuals who are transferring in and out and build your potential for future referrals.
- Use the Global Referral Exchange (RESAAS) which is open to all agents, also if you have any designations, make sure to check out those referral portals! ALWAYS Call the agent candidates and interview them to ensure they meet the criteria and professional approaches that you feel best suits your client.
- Attend REALTOR events such as NAR & State Conventions, team events, regional and industry events and build relationships. Use these relationships as a way to refer or locate qualified referral candidates.
- Consider taking industry classes in other regions as a way to meet agents in new markets and forge brand new referral relationships.
- Make sure you let your network know that you can assist them when they have any need relating to real estate.
- Remember that as you assist clients with their needs you stand to prosper as well. Consider adding a signature to your email saying – “Please give me a call or email me if you know anyone who might want to buy or sell property ANYWHERE in THE WORLD. I’ll take excellent care of them OR I’ll find a top agent to help them in another part of the country or the world. Thank you in advance for your referrals.”
AGENT ACTION PLAN:
Be the reason someone smiles this week! Every day, on social media -- post a funny movie or series and challenge others to join in. Laughter really is an extraordinary connector.
WORDS OF WISDOM:
Everybody laughs the same in every language because laughter is a universal connection.
Watch Kerry & Heather LIVE
READ THE FULL BLOG HERE & WATCH US LIVE!
To ensure you are consistently growing their business you need to get out of your comfort
zone and build beyond their existing sphere of influence.
Reaching out to people who are in obvious need of help selling their home removes the first objection of “how do I know what to say”.
- By adopting a “helping” attitude in your language and mindset you can develop and use dialogues and inquiring questions that allow the prospect a window of opportunity to connect to their original why while keeping the focus away from the transaction or sale.
- In any conversation it is important that you begin the conversation by confirming they are speaking with the decision maker or “the homeowner”.
- Use an opening dialogue that allows the person to focus on their needs and then reconnect to the time frames so the agent can uncover and learn more about their plans.
- As you uncover the owner’s challenges, you can slowly drip your value and the benefits of working with them into the discussion.
- Remember that the goal is to set a meeting. When asking for the meeting make sure to offer more than one time to meet so they feel they are in control and can’t simply say no. This “double close” allows them to pick the time to meet and positions the agent as already working with them.
- In conversation it is important that you set expectations up front. Not wanting to repeat the prospects initial poor experience you should set out from the beginning that a Win-Win is the only way you will work with the client.
- Once you have confirmed a prospect's desire to see you should outline the benefits of pricing properly and assured them that their goal is to “sell quickly” for the best possible price.
- To ensure you are comfortable and prepared you should develop and find scripts you can practice with fellow agents until the dialogues become natural sounding.
- To maintain consistency and ensure this becomes an solid part of your business model make sure you institute a contact system that keeps prospects continually engaged and thinking of you when it comes to selling homes.
WEEKLY ACTION PLAN:
Plan something special for the dads in your life and reach out to at least five dads in your sphere to wish them a happy week!
WORDS OF WISDOM:
A warm smile is the universal language of kindness.
Join Kerry & Heather for our Monday Morning Wake Up Call
READ THE FULL BLOG & LIVE VIDEO HERE
When you decide to get involved with your community make sure your intent and purpose is a true and serving one.
- Begin by joining and volunteering with civic organizations like the Chamber of Commerce, athletic leagues, libraries or arts organizations.
- Make sure you show up prepared to contribute and take on tasks that offer support and show your dedication.
- Develop relationships before you offer your professional assistance.
- Follow your passion and share it with your community. If you are interested in civic challenges, consider creating videos or newsletters to assist the community in understanding the cause.
- To extend your reach and target the messages to the right audience purchase targeted ad campaigns on Facebook. This will ensure the right people have access to your valuable content and become aware of who you are.
- Extend your reach by supporting other local causes such as high school musicals, local sports teams or fundraising efforts.
The results of serving your community are many. It feels good to contribute and to give back. The opportunity to meet new people that might need your real estate services is just an added bonus.
We would love to know what you do in your community!
Weekly Activity
This week, write a note or send a card to at least five past clients letting them know you are thinking about them.
Words of Wisdom
No matter how you feel, Get Up, Dress Up, Show up, and Never Give Up!
Your Connections can lead to massive Referrals! It is also a great way to build up your client database through common interests. Here are some ideas to start making those connections!
Read the Full Blog Here!
5.17.21 - S2 Ep 18
Guiding Your Seller in Accepting the Right Offer
READ THE FULL BLOG HERE
- Yoga, exercise, prayer, or meditation are all great ways to take your attention off of what is happening and focus on simply nothing for a period of time. No matter how long it takes, just keep trying to block out everything and give yourself a moment of peace. If yoga is not your thing, try escaping to a place surrounded by nature and do breathing exercises. Focus on your breathing, in and out. Sometimes it’s only a minute until you start thinking of everything that is happening. That’s OK, just start again. The goal is to divert your attention for a while to let you mind and your body relax. You could even take your pup for a walk, they would love that and if you happen to chat with your neighbor about the crazy real estate market, you can call it prospecting! Win-Win!
- Play some Music, keep music playing while you are working or at your computer. If it is your favorite music, you will find yourself singing or focused on the music, which is a fun diversion.
- Start reading a very engaging book. Focus on the characters and the plot. Anything that diverts your attention during stressful times will help keep you calm and relaxed.
- Take a break to Recharge. Whether it’s only 10 minutes or an hour, take a break, spend some time with your family and find time to put the phone away for a few minutes daily. We are in a crazy market where we are spread thin with everyone needing our attention but it is important to make sure we are including ourselves and family for a little recharge.
- Time Management & Business Planning Review. This is a great exercise if you are a time blocking person, Take an hour this week to review your Business Plan and maybe shift things around or find things that inspire you and do those sooner rather than later. Time blocking for these exercises are also important for running smooth business.
Weekly Activity
There are days when things seem amiss. Remember, when life hands you lemons (get the tequila and salt), be creative and focus on becoming the best version of yourself.
Words of Wisdom
It's not the load that breaks you down, it's the way you carry it. - Lou Holtz
READ THE FULL BLOG HERE!
5 reasons buyer may choose youWould you hire you?
Here are 5 ways to build trust and rapport with buyers…
Make sure you serve the client not the transaction.
Do your best to represent your client and negotiate aggressively on their behalf to secure the best terms. Make sure you take the time to explain all their options, so they know you have their best interest in mind.
Go beyond the purchase and offer to help with all things house related.
The key is to become a resource for questions on the needs associated with owning a home. The more value you add the better the chances they will think of you first.
Create a plan and include them in it.
Let them know what to expect by going over an action plan. To get started, have your clients fill out a questionnaire and then review it with them. You can even give them a checklist that explains the specific steps in the process.
Represent their needs when you are showing properties.
They should count on you to find the house that fits their needs.
Make sure you are there long after the closing.
Keep the support flowing so you can continue to be top-of-mind when they are speaking with others about how great you are.
Weekly Activity
When faced with stressful situations this week, find your happy place and focus on nothing or engage in something that requires your attention.
Words of Wisdom
Our thoughts become our words, our words become our actions, our actions become our character, our character becomes our destiny. - Gandhi
Read the full blog and watch Kerry & Heather LIVE!
- Act & Prepare as a Business Owner - Run your business like a business! Consistency, Staying top of mind, staying in touch and putting systems in place for post closing. Making sure to constantly stay in front of your sphere!
- Always be learning! Real Estate is an industry that is always changing. Make sure to take classes and stay on top of market trends. Never think you know everything.
- Passion & Social Impact - Ensure your longevity by giving back to your local community, allowing others to trust your integrity and make sure you keep the work / life balance to not burn yourself out! Always make sure to take time for yourself and your family.
Weekly Action Plan Â
Go through your business plan, what classes, certifications or designations have your done this year? Make sure to sign up for some education classes.
Words of Wisdom
Opportunities don’t happen, you create them. - Chris Grosser
READ THE BLOG POST HERE!
Join Kerry and Heather as we discuss the top 5 lessons we learned last year!
- Don't be afraid to "adjust" your sails!
- Time Management!
- Staying healthy.
- Enhance that emergency fund.
- Surround yourself with positive connections.
Read the full blog here!
Business planning check up! Are you on track?
As we enter Q2, let's review some ideas to keep you on track for success.
Talking Points:
-Safety Protocols
-Classes
-Networking
-Hybrid event experience
Top Nuggets from the event
Weekly Activity
At all times, be a positive influencer. Reach out to at least five people this week and share something positive.
Quote of the week:
“There is only one way to avoid criticism: do nothing, say nothing, and be nothing.” Aristotle
Establishing credibility and expertise with potential clients depends on putting your best foot forward.
READ THE BLOG HERE
What is holding you back?
Are there areas of the business that you won’t do?
Here are 5 ways to increase business immediately.
1. Call Expired Listings: They have already indicated they want to sell. They ended up without the right agent.Â
2. Visit For Sale by Owners: They are sick of calls, but if you offer advice face-to-face you can build value. Virtual Option: Create a dynamic marketing piece with tips to mail!
3. Hold an Open House: Don’t just open the house, introduce yourself to the neighborhood! Virtual Option: Do a LIVE or video walk thru and post to all social media!
4. Leverage Listings: Send just listed notices to everyone who might have interest.Â
5. Announce Sales: Share sold news with everyone that might have interest. Â
Real estate is a task business and demands that you prospect, generate, convert, service and promote your success.
READ THE FULL BLOG HERE
Watch Kerry & Heather as we discuss this HOT real estate topic on our Monday Morning Wake Up Call!
Consider these tips on becoming a New Home Specialist…
Join the National Association of Home Builders (NAHB) and your local Builder Association' HBCA of Brevard. Just like with any specialty, you want to surround yourself with others who can provide guidance and support.
Education is key.
Continuously read industry articles about the new home sector, attend seminars, conferences and trainings. If you are an ABR you can take the New Home Specialist Segment.
Get the know the local builders.
This is another great educational resource for you, but if this is going to be your specialty, it’s important to form positive relationships with each builder.
Learn the Communities.
Frequently tour the Communities and know where and what price range builders are building in.
WEEKLY ACTIVITY
If you experience fear or anxiety over something this week, stop, breathe, and ask yourself; why am I feeling this way and is there any real danger in moving forward? If not, take a step in that direction and see where the path takes you.
WORDS OF WISDOM
FEAR has two meanings
- Forget everything and Run
- Face everything and RISE
The Choice is YOURS!
MMWUC - S2 Ep 8 - Create more sales in your targeted areasJoin Kerry & Heather for our Monday Morning Wake Up Call as we review ways to create more sales in your target areas!
Read the full blog here
Do you have a plan for creating more sales in your targeted areas?Â
Here are 4 ways to do just that…
Choose your preferred area.
Select your area because you love it and commit to building your reputation over the long run.
Have a budget.
Allocate enough marketing budget to be in touch with your area at least once a month.
Reach out in person.
Connect regularly with the people in your community and build your personal brand while creating relationships. That takes time.
Offer Value.
Know your market and share your insights. Clients want to know they can receive reliable information from you.
Join Kerry & Heather as we go over some great tips on how to write a winning offer in a HOT sellers market!
Join Kerry & Heather for our Monday Morning Wake Up Call as we discuss Using your database to get MORE business!
Join Kerry & Heather for the Monday Wake Up Call as we give you 3 tips for Tapping into your unlimited potential
Monday Morning Wake Up Call with Kerry & Heather
By following the 9-1-1 strategy, you can increase your chances of hitting your financial goal.
Join Kerry & Heather as we discuss NAR's Code of Ethics updates on Hate Speech and what this means for you.
Join us for the Monday Morning Wake Up Call as Kerry and Heather discuss 4 Steps to Increase Your Real Estate Success
Join us for our Monday Morning Wake Up Call as Kerry & Heather discuss your Business Plan Recap - Are you Ready for 2021
Join us for the Monday Morning Wake Up Call as Kerry and Heather discuss Gratitude & Reflections of 2020
Join us for the Monday Morning Wake Up Call as Kerry and Heather discuss our Top 10 Connections Necessary to Build Success
Join Kerry & Heather for some great gratitude gift ideas! As we move into the holiday season, I feel that connecting and showing gratitude will go further and will mean more this year than ever. Here are a few thoughtful gift ideas that you could send a loved one to show your gratitude.
Join Kerry & Heather for our Monday Morning Wake Up Call as we discuss 4 Things to Consider as you Grow!
Join Kerry & Heather as they discuss 5 ways to consistently build Your business!
Monday Morning Wake Up Call
Join Kerry & Heather for their Monday Morning Wake Up call as they discuss 3 hacks to finish out Qtr 4 strong! Monday Morning Wake Up Call!Â
Join Kerry & Heather as we discuss the 5 Reasons you may be missing out on business! Monday Morning Wake Up CallÂ
Join Kerry Ramage & Heather Holliday as we discuss 6 ways to build customer loyalty!
Building past-client loyalty is more important than ever.Â
Monday Morning Wake Up Call with Kerry Ramage and Heather Holliday. In this episode we cover 4 ways to farm your way to local success.Â
Monday Morning Wake Up Call with Kerry & Heather, in this episode we go over the 7 Ways to UP your Listing Game!
This week Kerry Ramage and Heather Holliday will be covering 13 dollar-productive activities are at the heart of what a leading agent should be focused on. Monday Morning Wake Up Call
Broker Buzz - Understanding Kick Out Clause vs Back up Offers
Marketing Marvel - Using the First IO App to get listing prospects and Elite U courses.
Monday Morning Wake Up Call with Kerry & Heathe
Write a Winning Offer! In this episode Kerry & Heather will review tips to help you write a winning offer in a market where multiple offers seem to be the new trend.
In this episode Kerry Ramage and Heather Holliday go over tips on How To Win More Listings!
In this episode Kerry Ramage goes over Escalation Clauses for Real Estate
Heather Holliday goes over using the the First IO app to find new listing opportunities.
Are you a right or left brained personality, what does that mean and how can that help when communicating with clients, friends, social, etc.
In this episode Kerry Ramage and Heather Holliday review the Coming Soon Rules and what our interpretation is for rules, MLS, Advertising and Marketing of your listings