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 !

Beating the Highest Offer

It is not illegal to ask for a copy of the highest offer but it is Unethical and Unfair  for the listing agent to provide the copy of this offer.  We all want to have an advantage with our offers, and it's frustrating to be in a multiple offer situations,  But we must all remember we have all taken the "Code of Ethics" and we MUST all conduct our business in professional and ethical way.   Realtors do not attempt to gain unfair advantage over their competitors.    Be fair and eventually it will work to your customers best interest. 


Read information copied and pasted from the Preamble of the Code of Ethics.


REALTORS® urge exclusive representation of clients; do not attempt to gain any unfair advantage over their competitors; and they refrain from making unsolicited comments about other practitioners. In instances where their opinion is sought, or where REALTORS® believe that comment is necessary, their opinion is offered in an objective, professional manner, uninfluenced by any personal motivation or potential advantage or gain.

The term REALTOR® has come to connote competency, fairness, and high integrity resulting from adherence to a lofty ideal of moral conduct in business relations. No inducement of profit and no instruction from clients ever can justify departure from this ideal.

In the interpretation of this obligation, REALTORS® can take no safer guide than that which has been handed down through the centuries, embodied in the Golden Rule, “Whatsoever ye would that others should do to you, do ye even so to them.”

Successful agents are masters at being visible when needed and

 available when called upon

Verbal script

Here is a verbal script when you have concerned clients frustrated about not finding a home.  Remember "People don't care how much you know until know how much you care"  Once you have demonstrated that you truly understand their particular situation and how they feel about it, often they are open enough to hear about possible solutions.

1st Repeat their concerns and state that you understand why they may might feel that way.  Next, tell them about somebody who has felt the same way.  Close by sharing what other people have found worked for them.

Script -  I know you feel frustrated that there are not many homes available to buy that meet your criteria.  I've had other buyers who felt the same way as well. What these other buyers have found is that by adjusting their criteria and expectations, we were able to find something that met their needs.

The reason this style of communication works is that by empathizing with how clients feel, they believe you are on their side and hearing their concerns.

WE CAN & WE WILL BE SUCCESSFUL !!

The mind is a powerful tool.  Our minds help us develop our strengths and/or our weaknesses.  If we constantly focus on the positive outcome of all our dealings we can develop a more powerful mind geared towards our strengths.

Use this tool to help you develop Self confidence, Motivation and Will.  If you set your mind to the "I Can" or the "I Will" part of the brain you will always be able to see the positives of every outcome.

"I Can" send out 100, 200,300 emails and "I Will" receive at least 1 positive response.  "I Can" pick up the phone and call 20 people because "I Will" get at least 1 person that will have a conversation with me.   "I Can" show 5-10 homes, because "I Will" get one person to put in an offer.

If you dwell on the negative outcomes you develop your weaknesses and you FAIL 

  WE CAN & WE WILL BE SUCCESSFUL !!

Are you average?

The definition of "Insanity" is continuing to  do the same thing over and over and expecting a different result.  Hmmm, where are your expectations?  Do you expect your business to succeed?  Then, you need to realize that some things need to change.  UP YOUR GAME!

The mindset of our Insanity comes at us from many directions, but one example I see far to often when working with Real Estate agents is they fail to bring successful ideas into their business, that's definitely insane.   CHANGE IS GOOD ! 

The changes we need to make need to come from areas where you have never thought to look.  The decision you have to make is if You Are going to be Content with Low Expectations? or if You Are Going to Challenge the Status Quo? and find a better way.

This is where accepting being average is "just fine"  winds up destroying far to many agents.  Average is not something anyone should aspire to.  Prospects aren't looking for average, they want to excel.  The only agents whom prospects want to work with are the ones that share their same drive.

Get out of your comfort zones, change things up, be creative and step it up.  Follow the 3 C's of successful agents - Choices, Chances & Changes.

YOU MUST MAKE A CHOICE TO TAKE A CHANCE OR YOUR BUSINESS WILL NEVER CHANGE !

ARE YOU READY, WILLING & ABLE ???

We are constantly asking our customers if they are Ready, Willing & Able.   In yesterday's All Hands Meeting, I discussed the importance of why We as Real Estate Professionals need to be Ready, Willing & Able too.

Are you Ready, Willing & Able to sit in front of a computer and phones and start prospecting.  Are attitude determines how successful we are in prospecting.  Are you mentally Ready, are you Willing to communicate the right message and are you Able to answer responses properly.

Are you Ready, Willing & Able when out showing homes.  Are you Ready to properly address the positives in the home, are your Willing to "Ask for the Sale" and are you Able to negotiate on behalf of your customers.

Are you Ready, Willing & Able when accomplish the steps when under contract.  Are you Ready to follow through with the process and are your Willing to check all the boxes to get from point A to point B.   And are you Able to overcome hurdles during this process.

And Lastly, Are you Ready, Willing & Able to become their Realtor for Life after closing.   Be Ready to ask for a referral at the closing table, be Willing to extend your service beyond closing and be Able to start the process again
ARE YOU READY, WILLING & ABLE ???

Want to own your Geo Farm?

Want to own your Geo Farm?  Well, get to know the neighborhood.  Pick a high turn over area.  Focus on neighborhoods that turn over 5-8% or more every year.  To get the best return, focus on areas with starter homes where there's a steady stream of first-time home buyers moving in and growing families moving out.  If your target neighborhood has 500 homes and there are 40 sales last year, that is a turnover of 8%.

Preview all homes currently for sales.  Attend some Open houses. Knowledge is power.  Learn about the restrictions, do they allow pets? etc.   Sightsee - Drive around the area, make notes of schools, stores, parks, house styles, demographics. Look for "For Sale" signs as well as vacant land.

It's extremely important to Talk to local residents.  When door knocking ask residents what they like best of living in the neighborhood.  Conversations could prompt neighbors to consider moving.

Network with local merchants.  Ask how business is going, ask about demographics of their clients so you can get a sense of who lives in the neighborhood.  Attend city council meetings, find out what is planned for the area.  Do an internet search.  It's a great way to know the target market.

Then Know the risk.  Is this an area that is prone for disasters (Hurricanes, Floods, Drought), know what your clients should expect including insurance issues.

Knowing your Geo farm is a great way to gain additional listings !

Learning to walk means getting back up!

My experiences as a mother prepared me for being a successful Real Estate Agent.  When my daughter was young everything she did was new to her.  A child most likely will take on new challenges with a sense of adventure and fearlessness.   Learn from this.

Just consider the process a child goes through to learn to walk.  Toddlers fall down countless times before they figure it out.  Bruises and bumps with lots of kisses and Band Aids are part of the process.  We cheer them on with enthusiasm and encouragements and they finally learn to walk, then oh boy they start running !

This is a great process to follow as a new agents learn the real estate business.  You will fall down countless times, perhaps even make a few mistakes, but you will figure it out.  Seek out your Team Leaders this month to cheer you on as you develop your skills.  Soon you will be saying, "Watch me take off!"

I urge you this month to take on new challenges.  That is where growth occurs.  What would you attempt to do if you know you could not fail?  Go do it !

Falling down in Real Estate is inevitable, as it is a challenging and demanding business.  Your challenge and opportunity is to get back up again, brush yourself off and do it again.  Remember, that is how growth happens.- GO OUT & GROW....

ATTEMPT THE NEXT THING, AND IF YOU FALL DOWN, GET BACK UP AND TRY AGAIN !

You have to Kiss a Lot of Frogs

It is true "You have to Kiss a Lot of Frogs" before you find your handsome prince.   This quote from the fairy tale "The Frog Prince" carries a lesson for home buyers and sellers.

From the buyer's perspective, it may take viewing quite a few homes before "true love" is found.  Each time a buyer visits a home inside their minds they put it through a "kiss test".   Could they fall in love with this house, does it meet their needs, in terms of price, location, floor plan, school, etc.?  Just as the princess evaluates the attributes of a potential prince, buyers evaluate the benefits & drawbacks of a potential home.

From the seller's perspective, it's like being a gentleman in waiting.  The gentlemen (seller) may feel rejected if the princess (buyers) kisses him and moves on to the next guy (oh boy, lol).  Unfortunately the buyer may view the home as an unattractive frog,  Remember, rejection can hurt.

It is the wise agent who recognizes the feelings that both buyers and sellers can experience throughout the process.  Use stories to help people understand & manage the circumstances.

USE THIS FAIRY TAIL AS A SCRIPT TO HELP CLIENTS WITH EMOTIONAL ASPECTS OF BUYING & SELLING A HOME

2017 Will be our Most Productive Year - EVER

Lead Conversion is our Formula for your Business Success!

Faster, Higher, Stronger

The motto for the Olympics is "Citius, Altius, Fortius" which means "Faster, Higher, Stronger " and the scorecard is the medal: Gold, Silver, Bronze.  The motto for the Olympian level Realtor can be summed up with these three "P" words: "Professional, Practice and Perseverance".

The Professional Realtor exhibits this quality by constantly improving their Knowledge, Skills and Abilities.  You accomplish this by pursuing additional training and education. Next, Olympians Practice significantly- Same goes for the Professional Realtor because there is always room for improvement.  No none arrives, it is the journey of constant practice that takes one to the next level of achievement and performance.  Next is to Persevere through difficult challenges and obstacles.  Buying and selling Real Estate is a complex, multifaceted process. 

Buying or selling a home is often the largest single investment most people enter into.  It requires high level of sophistication, knowledge and skill to represent and navigate on behalf of our clients.   The Olympian athlete such as the Professional Realtor  does not stop until the finish line has been crossed at settlement.  DONT GIVE UP!

ADOPT THE MOTTO OF AN OLYMPIC LEVEL AGENT - PROFESSIONAL, PRACTICE AND PERSERVERANCE.

Realtors Must PICK UP THE PHONE

To achieve and sustain success as a Real Estate Agent a commitment to business development by "Reaching Out and Touching Someone" is an imperative.

The Top levels of communication are: 1.) Phone Calls - 2.) Emails 3.) One on One meetings.  These three make up the "influential zone" of impact.

Even with the advances in technology in the last decades, the telephone is still one of the best means of communication. With Skype and Facetime, people can now view each other.  For most people, a cell phone or smartphone is their primary number.  It also offers the option to text for a quick easy message.  PICK UP THE PHONE !!

No matter what the method, it is a high priority for Real Estate Agents to reach out and connect with people on a daily basis. You can not build a reputation on What your going to do....  The successful agent builds a reputation by "Reaching out and Touching Someone".

EMPLOY ALL LEVELS OF COMMUNICATION TO "REACH OUT AND TOUCH SOMEONE" TO CONNECT AND BUILD AND GROW YOUR BUSINESS

Realtors must Appreciate how special you are!

Appreciate how special you are !!  There will never be anyone exactly like you.  You were given special gifts and talents to share with your clients and prospective clients, and even though everybody has special gifts and talents, nobody will use theirs quite the same way you do. 

You have a way of being a true professional and a perspective that's unique to you.  You are the only one who thinks your thoughts the way you think them.  You have created your own unique reality and you are working your business according to your unique path.  (but work it).   You are the "only you" that will ever be.

YOU ARE KIND OF A BIG DEAL !!

There are NO Perfect Houses

There are NO Perfect Houses !!!  Actually this applies to everything, this applies to jobs, children, no perfect "you fill in the blank."

As Real Estate Agents we should frequently share this line with our buyers and sellers.  It is a home inspector's job to evaluate the property and provide detail of all the defects and issues discovered in their report.  It is our job to help our clients to not "Freak Out" and become unduly concerned that they are purchasing a money pit.  Reality is that "No Home is Perfect."

Successful and Experienced agents know that even brand new homes can have imperfections. 

Sit with your buyers and identify the deficiencies, 1st communicate there are no perfect homes.  Next determine if the defects are of such nature that they can be corrected. If so, determine a monetary value, remember there are risk associated with all purchases it is not possible to eliminate entirely.  What is achievable is an informed assessment of the risk.

Get guidance from experienced inspectors & contractors.  Consult with your manager or experienced peers about whether the issues are common.  In some cases negotiate repairs, replacement and remedies.

If you represent the sellers, sometimes it can be an uncomfortable and challenging experience for a seller to find out his home isn't perfect. Take the opportunity to tell them not to take it personally.   Prepare sellers for the probability the inspector will uncover situations they weren't aware of.  Being proactive is a better course of action than waiting to deal with the after burn of an upset customer.

FIND OPPORTUNTIES TO USE THE "THERE ARE NO PERFECT HOUSES" TO INFLUENCE CLIENTS THROUGH THE DECISION MAKING PROCESS ! 

The Roller Coaster of being a Realtor

The business of Real Estate can be a lot like riding a roller coaster with lots of Peaks and Valleys.  The most common reason is that an agent gets a client and executed a contract, they get very busy with that buyer or seller, spending a great deal of time either finding a home for the buyer to purchase or marketing the home for sale for the seller.  The agent is fully engaged and focused on that transaction.  

Once the deal closes, the agent has more time to get busy finding another client to work with.    This is definitely a "Feast for Famine" way of doing business.  If you find it challenging to handle many aspects of the business, you tend to discontinue your Lead Prospecting activities.  What happens feels very much like riding a roller coaster, with huge up and down swing in activities.

Successful and Experienced Agents know that lead prospecting must be a daily ongoing process.  It never stops, even when busy dealing with other aspects of the business.  It's like a roller coaster sending off a new train every 5-10 minutes.  This way there is always one train (lead) entering the station (your business).  Thus, the best way to smooth the rises and fall in your business is to constantly Lead Prospect

CONTINUE TO LEAD PROSPECT DAILY

Act as If...

The most common application of this is to empower self confidence. It is known most commonly as "fake it until you make it." 

The most practical way is to "Act As If" is to take the next logical step in the process, "Brining Your Boldest Self to Your Biggest Challenges", it takes the concept one step further and states.  "Fake it until you Become It."   Remember our bodies change our minds, our minds change our behaviors and our behaviors can change our outcome.  There are numerous ways for a Real Estate Agent to change the outcome of a scenario by proactive thinking and preparation.

"Act As If" demonstrate that you as the agent have thought of the next logical step or steps in progression and that you will make it easy for customers to navigate and process with you.   Agents who achieve and sustain success "Act As If" the opportunity and business is theirs for the taking.  And then it is !!

"SET THE STAGE" IN YOUR BUSINESS BY ACTING  "AS IF"  UNTIL SUCH A TIME AS

YOU HAVE BECOME IT.

When Realtors say Why Me?...

Why me?...

Every day I get a new agent that tells "Why Me?"     Believe me, it's not only you.

Why do I get all the bad customers?  Why do I get all the leads that never respond?  Why do I get the crazy people?  Why do I get the difficult files? WHY? WHY? WHY? WHY ME?    

Our focus should be on the solutions not the problem.   Instead of looking at the glass half empty why not see the glass half full.  

Instead of asking Why?  ask yourself  How?   How will I make a bad situation good?  How about having fun with the not so sane person.  How will I make this difficult file smoother?   HOW? HOW? HOW?    Negativity drags us down - Let us all race to this challenge.

NO MORE WHY ME'S -   FOCUS ON HOW WILL (CAN) I --------  BE POSITIVE !

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

Are You a One-Hit Wonder or Are You a RE Professional?

Are you a one hit wonder?

The concept of "one-hit wonder" comes from the music industry.  It is those artists, songs, or both that only made it once.  And there is a "double hit wonder" too, those who can do it a second time.   Yet, it is a true professional who achieves the repetition of success.  This same scenario plays out in Real Estate.

There are agents who can successfully sell one or even a couple of homes.  There are those who can have one or two good years.  Agents that repeat actions and achieve outcomes of success those are the ones we recognize as RE Professionals.  This is especially evident during shifting markets.  Even in "normal" markets, it takes commitment to do work, day in and day out, delivering excellence to customers and clients.

There are clues to success, which are most often found in those who have achieved a level of professionalism.  In most cases, those agents can point Repeatable Habits, Systems, Strategies and Behaviors.  True professionals are life-long learners and consistently and frequently take part in business development.    

WHICH ONE ARE YOU?

TAKE THE STEPS TODAY TO BE A PROFESSIONAL - RATHER THAN A ONE-HIT WONDER !

Killer Sales Personality

Do you have a Killer Sales Personality?

In my Job as a sales manager, I spend my days with Real Estate Agents observing who's succeeding and who's not.  Would you believe that the most common reason Realtors fail to develop enough business is that they either don't know how to prospect or DONT WANT to prospect.  It's truly that simple.  Because what we believe and what drives us has an even greater effect on our results than our selling skills.

Prospecting doesn't call you.  There is always something more attractive, more urgent, or easier to do.  If you don't carve out blocks of time for prospecting, it wont happen.  And the harsh reality is that you might have a Killer Sales Personality (Who cares), the best phone technique, and the sharpest sales story, but if you don't take back control of your calendar and set appointments with yourself to prospect, it wont happen.  No one defaults back to prospect mold, schedule it in.

It's almost embarrassing to even be asking the question of whether you would be more successful if you prospected more?  The answer is always "YES."

SCHEDULE IN PROSPECTING DAILY & YES YOU WILL BE MORE SUCCESSFUL