A few of you are suffering from what I call referral resistance. What's referral resistance mean? It means you've got a pretty good size database of people, a sphere of influence, and it's not performing well.
In other words, you're not getting a lot of referrals. Your sphere of influence isn't sending you buyers and sellers.
It's because the people in your sphere don't quite trust you enough. They don't quite see you as the expert that you know you are. And because of that, there's resistance to sending you referrals.
So how can you overcome referral resistance?
I'm gonna give you three quick techniques to help you with that:
1. You have to be the experts in their minds, not yours.
How do you do it? You need to be giving them information regularly about the real estate market. Now, this is super easy to do because you are given information all the time. One of the places you are given information from is your local MLS system....
There's a great book by a guy named Harvey Mackay. He wrote the book Dig Your Well Before You're Thirsty.
And in the book, he talks about this $25,000 question, and I'm gonna pose this question to you.
So the $25,000 question kind of goes like this:
Imagine you own a muffler shop or some kind of business. And it's payroll week and you don't have the money to pay your employees. And you know, if you don't pay 'em, they're all gonna walk because everybody's trying to hire right now. So the question mark is it's 2:00 AM you wake up in the morning and you're like, I've gotta come up with $25,000 by tomorrow morning. Otherwise I'm probably gonna lose my business. Who do you call? In your friends list, your personal friends list, right now, is there someone you call and get $25,000 from by tomorrow morning?
If the answer's no, the reason you probably don't have anybody that qualifies in that category is because you haven't helped enough...
In a recent study, it was found that 59 percent of businesses do not have a digital marketing strategy. If you're one of the 41 percent with a plan, congrats! But even if you're doing well with your current strategy, it's always important to explore new opportunities. Matt Muscat is a digital marketing expert- author, coach, and speaker who specializes in working with real estate professionals. Listen as Matt provides his Ultimate Messaging Strategy, the 5 X 5 strategy, and his 5 Personas Technique during this value packed session (side note all of these are zero cost ideas). This is a can’t miss episode!
There's a great book I'm gonna recommend to you called Influence by Robert Cialdini. In the book, he talks about the power of sales language. And how your language, when you're selling can have such a massive impact on your performance.
We tend to just wing it in this business. We tend not to know our lines. And we just kind of think that our sheer great personality is always gonna win the day. But that's a mistake. Just like any true professional, we should memorize some things in the real estate industry.
Not that everything's canned and everything's planned. But there are some things we need to memorize.
When you think about the highest paid professionals in any the industry—whether it's a doctor, whether it's an attorney, whether it's a CPA—do those three professions have to memorize some things in order to pass their bar exam and their accountants exams and all their other exams?
Absolutely. And you better hope that...
How many times when you're talking to a potential seller, do they bring up commissions today?
That conversation is probably happening more often than ever before today because it's a hyper competitive market. We're seeing a lot more commission conversations and people trying to negotiate our commissions to some degree.
So I had this great quote that was given to me by a Ninja student. Ninja is a great program. If you haven't taken the ninja class, highly recommend you do it. I've done it for my agents and brought them in twice to teach to my group. But they had a great quote here for dealing with the commission conversation.
So here's the quote (and it's so good):
"Hey, let me ask you this. I totally understand you're asking about commission but let me ask you just a quick question around that:
Do you believe that your house is gonna sell for a fixed price or do you believe it'll sell in a range of value depending on the negotiation...
I did a class recently, teaching in Southern California. And I conducted a random study during the class. And we were talking about the aspect of being a "hyperlocal agent." Maybe you've heard that term before.
This is where you're connecting, not just with the people in your community, but the community itself. Because if you think about yourself as a person that might move to a new area, what will be the first thing you do?
First thing you're doing is Googling it, right? You're gonna hop on the internet and you're gonna Google that place. You're gonna check it out and you're gonna research it. And the keywords you use for your search would be the city name, right?
But you know, the other place that everyone's gonna go is not just Google, but also YouTube.
That's what I do every time I'm going on vacation, I'm checking out hotels. I'm looking at the air to get a feel for it. I'm YouTubing the heck out of it, right?
So we did a little search for...
Hey guys, some really interesting information regarding remote working and what's happening in the country.
A lot of employers today are saying, "Hey, we started with remote working because we had to. COVID made us do it. But now we're starting to see, this is a really good kind of situation. We spend less on housing our employees in a building somewhere and we can work from home. And great news as a lot of 'em are more productive at home than they were at the office."
So, interesting, interesting study that was just done about this.
And it's related to housing in that 19% of people that are looking to buy a house are doing so because they now have a remote working situation.
See, during the middle of COVID employers were like, "Well, we're gonna let you do this, but then you're gonna have to come back home to the office."
Now they're saying, "Hey, no, you know what? Just keep working from home. We don't care."
Now this gives the freedom...
Hey guys, there's a new study out from The REALTOR Organization talking about the consumer index. They're asking consumers questions about the real estate market.
One of the questions they ask homeowners is: Do they think it's a good time to sell?
What percentage of sellers do you think would answer yes to that question in your market?
Across the country, 76% of people that own a home believe now is a good time to sell.
That's excellent news because when you have such a high sentiment, when you're out there talking to people, they're much more likely to be open to having that conversation.
Not that long ago, just a few years ago, that was more like 30% or 40%. Today, it's 76%. That means over two-thirds of the people you're talking to think it's a good time to sell. Now it's just a timing issue — whether they're ready to sell today or not.
And here's some more good news:
A Zillow study reveals one in seven homeowners over the...
Hey guys, quick market update for you:
We know that the CPI—the consumer price index—has risen dramatically. And right now it's running about 7% to 7.5%, depending on which economist you talk to.
That means that inflation's skyrocketing. The cost of goods and services is skyrocketing. Wages are skyrocketing. And so is the cost of getting a new loan or a new mortgage on a home.
Now, why are loans affected? They are affected because the federal government looks at this as a lever that they can push on the economy to slow the economy down and put the brakes on the growth in the country.
So since November of last year, through roughly today, we've seen a 300-point basis jump in what interest rates are costing Americans.
Now to put this in perspective because what does 300 basis points even mean?
It means that if you were gonna try to get November's interest rate today, it would cost three points. Three points, every a hundred...
During this podcast Imran provides us with his insights on what it takes to be successful in today’s real estate market. As a two time cancer survivor Imran has a special outlook on how to overcome adversity and rise despite what is happening in your market or personally in your life. Listen and learn as Imran talks about his journey and what it takes to move from selling 20 homes a year to selling over 200. This is a can’t miss episode!
Implement game changing lead generation strategies, grow your sphere of influence, improve your presentation skills, build systems, tap into follow up tools, learn time management strategies, and tap into your true potential.
This is your time to create the business and life you deserve!
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