Hey, team, you're on prospecting calls today—reaching out to expired listings or for sale by owners, maybe marketing in a neighborhood. What if no one picks up? Do you leave a voicemail?
Before that, try this trick:
Hang up and call the same number quickly, twice. Imagine being on the other side—seeing a missed call, then the same number calling back. You're more likely to pick up.
Now, they still don't answer. It goes to voicemail. Should you leave a voicemail as a salesperson? Absolutely. The chances of circling back and calling again are low. Keep the message concise and to the point.
For an expired listing, I might say, "Hey, I'm Jim. Your property delisted today. Wondering if you're interviewing other agents. I have a 25-point marketing plan that works. Just sold a house nearby, 25 days, 5% over list price. Let's talk."
For a for sale by owner, a simple approach: "I'm J Man with ABC Real Estate. Saw your ad on Craigslist. Can I do a video of your property for...
Let's delve into the concept of "speed to lead" for a moment. Why is it crucial? Well, here are the stats:
Businesses that respond within five minutes or less are a hundred times more likely to connect and convert opportunities.
So when that clock starts ticking, you've got five minutes to respond to emails, texts, or calls. The reality is, generating a lead for a REALTOR today costs about $140 per lead. If you can't get back to them in five minutes, it's like burning $140.
Now, how can you address this lead follow-up issue? I'll share a couple of strategies, and they all revolve around Google.
First, consider your lead routing. Get a Gmail account, and with that, you'll obtain a Google Voice number for free. Google will assign you a phone number that routes to your cell phone. When it rings, you'll instantly know it's related to a lead. This can save you from wondering if it's spam or something important.
Additionally, you can set up a...
Let's consider your office location: If you were to drop a pin on the map around your office, extending 2 to 5 miles, have you connected with local business owners in that area?
Many business owners are facing challenges due to economic changes and other factors. It's an excellent opportunity to reach out to them and establish a connection.
Here's a simple approach: initiate a business card exchange. Walk into a nearby business and introduce yourself. Mention your office's proximity and express your interest in referring people who are new to the area. You can say, "I often meet people relocating here, and I prefer to refer local businesses. Would you mind exchanging business cards?" Allow them to share information about their business.
You can further enhance the connection by saying, "I like to highlight a local business on my social media each week. Would it be okay if I featured your business next week and tagged...
What single skill, if mastered impeccably, could significantly impact your real estate career over the next year?
Take a moment and consider the answer.
I often pose this question to various agents, and the responses vary widely. Some say lead generation, others cite video creation, social media marketing, listing presentations, buyer interactions, showings, negotiation— the list goes on.
However, these responses reveal a common thread— a lack of confidence in that particular area. This deficiency in confidence is evident to clients and impedes your true potential.
So how do you remedy this situation?
Here's my solution:
Confidence originates from competence.
You must become proficient in the skill you're tackling. And how do you achieve competence? Through practice, continuous and deliberate practice. Malcolm Gladwell delves into this concept in his book "Outliers." The top performers in various fields,...
Hey folks, let's step into my DeLorean and journey back to January 1st. Time to take a look at what you've achieved from then till now. Join me as I walk you through a self-evaluation of 10 pivotal actions.
First off, calls. Have you connected with everyone in your database? A quick chat or two?
How about personalized texts or DMs? Opting for video texts is even better.
Emails - have you sent individual, meaningful emails to each database entry? And what about bulk emails? Regular newsletters, monthly or more?
Are you leveraging audio snips? Those small audio messages can make an impact. And video messages? The personal touch goes a long way.
Speaking of impact, client events. Have you hosted any this year? If not, consider it. Networking meetings also count.
Have you engaged in one-on-one conversations over coffee or meals? How many times a week?
Now, let's talk about social media. Are you consistently posting five...
Why aren't you getting more referrals?
The problem is you're not asking for referrals. You think you are, but you're not.
Let me give you a natural and fun way to ask for referrals that people love:
Think of your sphere of influence as your personal sales army. Imagine you recruited a hundred or more salespeople to work for your team. If you gave them an assignment, do you think they would bring you sales?
Of course they would. The reason they're not doing it now is because you're not giving them guidance as the sales manager.
So here's an example of what you can do: Send a mass text, email, personal calls, or even a video text to your sales army, saying:
“Hey guys, I'm really short on inventory right now. If you see a house with a preferred sale sign or a vacant house, could you quickly take a picture and send it to me? It could give me an edge in getting that listing. Thank you!”
Another idea is to...
Here's the ultimate test to take your business to the next level:
Many agents get stuck in a production band, where they consistently achieve a certain level of sales, like 3 million, 5, million, or even 6 million. But they're trapped within this range dictated by market fluctuations.
How can you break through these plateaus and actually scale your business to new heights?
Well, to break through and move up, you need to systemize your business.
Scaling requires systematic processes. So, the question is: Do you have a process? Do you have one for working with buyers, sellers, and marketing listings?
Because if you're winging it without any systems in place, you can't scale. Eventually, you'll hit a physical capacity and realize you can't handle more because you're just trying to keep up.
To move forward, you need processes. Start by breaking down your business like a loaf of bread and create a process for each aspect:
When was the last time you visited your own website? Not Zillow or your MLS, but your personal website?
Let's be honest, many agents forget about it after setting it up. They think it looks good and move on.
But here's the issue: your clients won't use your website unless you do and show them how. So, here's what you need to do. Pretend you're a buyer and go on your website, familiarize yourself with it again because it's been a while. I recommend using Loom (loom.com) to record a quick video tutorial on how to use your website.
In the video, you can say, "Hey guys, I'm thrilled to be working with you. I wanted to give you a quick tour of how to search the MLS on my website. It'll be simple and fun. In just two minutes, I'll show you how to get started."
Then, guide them through finding properties, creating searches, saving searches, and what to do when they find a property they like and want...
Hey guys, let me share an inspiring story with you:
Years ago, I met Wan Foran, a REALTOR who faced incredible challenges on his journey to success. Wan graduated from real estate school on September 11, 2001, as a Muslim immigrant in a small town. Despite the odds stacked against him, Wan achieved remarkable success. I asked him, "How did you overcome these obstacles?"
His answer changed my perspective, and it can change yours too.
Wan knew he needed to expand beyond his local market to thrive. So he adopted a unique approach to farming...
Instead of targeting specific demographics or niches, he focused on feeder markets—areas surrounding his town that contributed potential clients. Wan identified the top 10% of REALTORS in each feeder market and initiated contact through postcards, calls, and emails. He introduced himself as a hardworking REALTOR and offered an enticing proposition:
If they referred clients to him, he...
Human resource directors, why should you care about them?
Well, if you're seeking a new lead generation strategy, consider focusing on HR directors.
In most markets, companies with over 25 employees have an HR person responsible for hiring, evaluations, and more. Part of their job involves recruiting, primarily focusing on the company's benefits.
But what if you could assist them in selling not only the company's benefits but also the benefits of living in the area?
Here's how you can approach HR directors:
Start by obtaining a list from the Chamber of Commerce and target larger businesses in your market. Introduce yourself as [Your Name] from ABC Real Estate, a relocation specialist.
Let them know you understand their role in human resources and offer your assistance as a REALTOR in promoting the market area. Emphasize that your services are free to the company, and you only earn a commission if...