Real estate know your product

One of the primary responsibilities of a Realtor is to know their product.  The Realtors product are homes and properties.    With technology, one can view homes with a click of a button from the comfort of your home or on a smartphone or tablet.  Yet nothing compares with actually going to see the property in person.  It is the Feet-on-the-Street observations gained with experience.  Just doing a drive by tells volumes about the nature of the neighborhood and house. 

Another strong aspect of inventory knowledge involves prospecting for future business.  When viewing homes a professional Realtor can think of someone in their database who might be in the market to buy a home in that area or with those specifications.  Furthermore if you have past clients in the area it is a great "warm" call to pop by and touch base and gain opportunities in inquiring if they happen to know anyone in the market to buy or sell.

The actual knowledge of inventory keeps the agent current on the market and with comparables.  Professional Realtors upgrade their knowledge, skills and abilities to stay abreast of the market and industry changes when they have their Feet-on-the-Street.

There will always be business for Realtor's who are true neighborhood specialists and posses strong market expertise.

PREVIEW HOUSES TO STAY KNOWLEDGABLE ON INVENTORY AND FOR BUSINESS DEVELOPMENT !

Negotiating with multiple Offers

In Florida, we are encountering many multiple offer situations in the market we are in.  This information will give you a leg up in the negotiations. It will give you an opportunity to set your offer apart if we find ourselves in a situation where we are competing with other offers.

Our first instinct in this situation is to offer OVER asking price, but this may lead to appraisal and financing issues.  Instead, if your clients really like the house and a lot of people are looking at it because the seller has priced it aggressively, you should be prepared to use one or more of these strategies to make your offer stand out:

1. Offer a large deposit. This proves to the sellers that you are serious and you’ll be less

Likely to walk away if little issues arise.

2. Get your financing pre‐approved and submit a commitment letter with the offer, so it is as strong as a cash offer.

3. Offer to buy a home protection plan warranty to protect both you and the seller in case of major mechanical failure. It will ensure the seller has no major expenses before closing should something break down.

4. Offer to pay $500 (or another amount) on closing towards the seller’s moving expenses. (ILO going over asking price)  They can use a moving company of their choice.

5. Offer to pay a percentage (1%) of the seller’s commission to their real estate agent. It doesn’t inflate the purchase price, but puts more money in the seller’s pocket.  (Not very customary but if the buyer is willing to go over the asking price – it makes no difference where that extra money is allocated)

6. The seller is responsible for paying title insurance; the buyer can offer to pay for it on the seller’s behalf. This will reduce their closing costs, putting more money in their pocket.

Chances are, none of the other offers you are competing with will include these incentives, so your offer will stand out head and shoulders above the others.

Successful agents are masters at being visible when needed and

 available when called upon

ARE YOU ALL IN ???

ARE YOU ALL IN ???   

To be "All In" as a Real Estate Agent means to commit to complete consistently those activities that are known to lead to business.  It is evident when an agent is working because there is production on the books, business in their pipelines and abundant source of engaged leads.   It's just like when people say they want to lose weight and get in better physical shape, their behavior is evident for all to see.  You only cheat yourself, your not fooling anyone; everyone is quite aware of what is really going on, the same holds true to Real Estate Agents.

Being "All In" means giving the business everything you've got, even when things are difficult and even when you don't feel like it.  

Being "All In" also means to close off all the exists.  When one truly commits to the profession of Real Estate, there is passion and singleness of purpose.  There will always be shiny distractions that take away an agent's attention from the true activities that lead to success in the business.  It is the true professional who is "All In" and stays focus.

The most common trait found in all successful people is that they have the conquered the temptation to give up.  That's another aspect of what it means to be "All In" to achieve and sustain success in Real Estate.

COMMIT TO BEING "ALL IN" AND TRULY WORKING YOUR BUSINESS !

TGIF...

TGIF to Realtors...

TGIF !!!  This acronym has a whole different meaning when it's said by a Realtor.   On Friday's is when we should be starting our busy time of the week.  Most of our consumers are available on the weekends. 

Today is when you make sure you have appointments for this weekend.   If you don't, I recommend you go on to your platforms and go into your advance searches now.

1st start out by searching for leads that have phone numbers, call & or text all these leads and let them know your availability for this weekend and coming week.   2nd - Do an advance search of any leads that have saved a home this whole week and ask them to set up a time with you to go see these homes.   3rd - Also do an advance search for any leads that have logged on this week.  Sign in as a consumer to see if they have Recently viewed a home and again ask them for the appointment.

PROCASTINATION IS SELF DISTRUCTION  !!   TGIF....

You have to get up every morning!

Success thinking begins every morning.  If you are blessed to be alive, you have to get up anyway, so why not with a positive attitude or like I do with a song on your lips?   When I was younger my mother used to wake me up to the song "Beautiful" by Carole King.  This is the song I remember every morning.    Lyrics "You've go to get up every morning with a smile on your face and show the world all the love in your heart...."
The truth about this attitude is that most people you come into contact with will mirror your disposition.  Then people gonna treat you better, You're gonna find, yes, you will.  It becomes reality.  That you're beautiful as you feel.

As Realtors we have our share of stress and frustration.  Sellers can be difficult and unrealistic.  Buyers have been known to run us all over the place and end up not buying or using another agent.  The market, lending & contractual requirements are continuously being modified, which makes our jobs difficult and challenging.  And in our PBZ world the internet exponentially increases competition.

Yet PBZ,  in all the frustration, there is abundant opportunity and the potential for great accomplishment.  You must do the things you think you cannot do.  Make it a part of your daily habit to not only overcome negativity but actively pursue the positive.  If you want to see where someone develops into a champion, look at their daily routine and mirror it.

You do have a choice.  If I can do it, you can too.  If you need encouragement today I suggest you do as I do break into a song.  It will raise your spirits.

CHOOSE TO START EVERY DAY WITH A GROWTH MINDSET AND INTEND TO TAKE POSITIVE ACTION TOWARD THE FUTURE

Overcoming rejection in the real estate business

Realtors must learn to overcome rejection. 

In our Real Estate Profession, there is a lot rejection involved, but it is no joking matter.  We are rejected by our leads, during negotiations and during the process of a transaction.  Rejection will always exist !  

Early in my career, I would take it personally when people did not use me to help them to buy or sell a home.   My husband encouraged me to put on my imaginary bulletproof vest.  He said that way I would develop thick skin, yet keep my sanity.  Well it worked, I have been toughened up !

It took rejection after rejection to polish me to my shiny perfection (LOL - Joke).  What I want you to understand is that if you are irritated by every rub, how will you be polished?    So even though being rejected is no joking matter, it is possible to recognize the value.  Take it in stride or even in a light-hearted manner.  Use the bullet-proof vest visualization, which has served me well for many years.

DEVELOP YOUR OWN PERSONAL TECHNIQUE TO MOVE QUICKLY PAST REJECTION !

Converting Leads into Customers

Converting Leads into Customers

Prospecting systems fail due to "User Error" rather then due to "System Error".  Things take time.  A new converted customer is not going to suddenly pop out of thin air based on one phone call or one email.  If Prospecting were that easy, we wouldn't need Agents.

In prospecting, the key is to avoid becoming discouraged when something doesn't go right.  You must be able to withstand being rejected time and time again.  Keep in mind that if prospecting were easy, your potential to make big bucks would not exist - Somebody would have created an APP to do instead.  The reason why Real Estate can be such a profitable profession is due to the reality that many agents cannot survive the rejection in this profession and aren't willing to stay focused.  The 1st excuse is "My Leads are Junk"  Yes they are if you don't pay attention & communicate with them !

The Top Agents have high levels of focus and drive. These high achievers not only have the attitude to keep going prospecting call after prospecting call, email after email, but they also are able within calls & emails to keep things moving forward.  .

Are these agents successful every time?  Of course not.  But over a period of time, they will put together enough wins to come out on top .

It's like running a marathon, it doesn't take much to start the marathon, but it takes a runner with a commitment to finish a marathon.   Your attitude is the difference not the system !

Real Estate Do-Re-Mi for Realtors

Do-Re-Mi of Real Estate

"Let's Start At The Very Beginning, It's A Very Good Place To Start" are lyrics of the song "Do-Re-Mi" from the movie The Sound of Music".

Often Real Estate Agents just don't know where to start.  "Let's start at the very beginning.," which is lead generation,  The fundamentals of prospecting are like the notes Do-Re-Mi-Fa-So and so on,

Consider "Do" as a customer lead.  It's interesting to note that "Do" has another meaning when used in a different context.  To take action means to "Do" something.   Once a real estate agent has a customer or a client lead then the agent has something to "Do".  "Re" could be the houses they are interested in, which leads you to preview the home.  This leads to "Mi" where you find out more information about your clients. "Fa" is the agent finding way to be of service to clients.  And "So" is the follow through involved.

Just as in the song, the step in the process are the tools agents can use to build a business. Once you know them well, be creative and mix them up to build a business through lead generation.

"DO" THE ACTIVITIES TODAY TO GENERATE LEADS AND BUILD A BUSINESS

Procrastination is Self Sabotage

Procrastination is Self Sabotage

In sales, procrastination is your enemy. Procrastination is one of the most popular forms of self-sabotage because it's really easy.   There are many fun thing you can do in order to procrastinate, and there's no lack of other people who are totally psyched to procrastinate with you.

And while it can be super fun in the moment, eventually the naughtiness buzz wears off and your sitting there sometime later feeling like a loser, wondering why the heck you haven't gotten your act together.  And why are others are putting in deals and making money.

If your serious about changing your ways, you will find a way.  If you're not, you will find an excuse.

Remember DONE is better than PERFECT.   So get off your Seat (lol) and get started... NOW !