Hey guys, as you're preparing for the new year, you should start to think about what you can do differently for 2023 that you have never done before?
A lot of you have a listing presentation. Some of you have a buyer presentation. Some of you have a pre-listing kit and a pre-meeting buyer kit for buyers. And a lot of you don't have those things.
But if you do have those things and you're saying, what's the next thing I could add to my overall mix of marketing materials?
I'm gonna give you an idea right now:
It's called my "success portfolio."
If you were gonna go to an architect, photographer, or even a baker or wedding planner, when you go into those places and you talk to them about doing business, a lot of times they'll bring out their portfolio. And their portfolio is kind of a graphic representation of what they've done. A visual representation of what they've done in the past for other clients.
If you're looking for a way to quickly ramp up your business—if you're having a little bit of a slow time, or even if you're not—and you want to lead generate in a simple, easy, and organic way, let me give you the 20 messages a day strategy.
The 20 messages a day strategy is very, very simple.
I'm gonna use my social media account. You can pick your one: Instagram, Facebook, wherever. I'm gonna go to my friend's list of my following, my group, my audience, and I'm just gonna pick 20 people. And I'm generally just gonna start at the A's and work my way down. Or start a Z's and work my way up.
But I'm gonna click on each individual profile of those 20 different people. I'm gonna find something interesting, something they've posted that really catches my interest. Maybe they went to a restaurant, they went on vacation, they went to a certain business that you frequent, they bought something super cool,...
Hey, you know what's interesting? The least interesting thing about you.
And you know what the least interesting thing about you is? That you sell real estate.
I know it's hard to hear, but that's the truth. When people look at you, if you're just one dimensional, and all you talk about is real estate pretty soon they're gonna get bored with you as a person. Why? Well, they're gonna relegate you to noise because every time they listen to you or look at your feeds, they're only gonna hear about real estate. And people get tired of it.
What people want is fresh, new, exciting, and different content. So I want you to think about the five persona strategy.
When it comes to your tombstone, what do you wanna be known for after we're all gone?
You're probably not gonna talk a lot about real estate. You might say you're a REALTOR, but what else was exciting about you? What else was different about you?
Could be that you're...
My guess is that you're somebody that gives back to the community. Now, you might do it in small, subtle ways that people may not notice. But what if you could give back to charity in a way that helped you, the charity, and also helped your business at the same time?
It's a true win-win situation.
How could you do that?
Well, one of the ways is to pick a charity that you really care about, that you're passionate about, and then secondly, tie that charity to closings in the new year.
So here's an example:
What if you sent out an email, a text, social media post, and you said something like this:
"Hey, in 2023, I've set a goal of selling 30 homes. And I want to help that number of families achieve their real estate goals. But I want to go bigger and also help my favorite charity achieve their goals. So for every closing I have between January and March of this year, I'm gonna donate [fill in the blank: $100, $200, $500] for every...
Five things to do in the first quarter of the new year:
1. Refresh your brand
Refreshing your brand means getting new photos taken. Why? Because you are first and foremost your brand. So you need to get a new, fresh photo. You should do this every year, maybe twice a year. But that new photo is not just a straight headshot, it's multiple photos in different settings. Why? Because your photo is the most used branding element in your marketing arsenal.
But what happens when you don't do this? What happens is people then meet you and there's an immediate brand disconnect. There's an immediate feeling, at least at a subconscious level, that they've been deceived. If they can't trust you with your branding, what else can't they trust you with?
It's more important than you think it is. So get that brand updated and refreshed.
Also, look at your bio. So once you get this new photo, you're gonna update your bio for the new year. And...
Hey guys, here's a fun idea you're probably not doing now in terms of marketing your listings, which is doing a behind the scenes viewpoint of what you're doing to market listings.
And I what you're thinking: What does that mean? Well, a lot of us that watch television today, we'll see a lot of behind the scenes. Everybody loves to see behind the scenes. Like if you're watching your favorite show, whether it's House of Dragons or The Handmaid's Tale or whatever, at the end of the show, they'll circle back and they'll do behind the scenes interviews and so forth.
And people love it. They eat that up. That's when you bought the dvd—yes, we used to do that—we would get the DVD extras and that's what it would have on there.
You can do the same thing with your listings.
What if you started doing some behind the scenes work? And what do I mean by that?
What if you had you taking some photos or some, some...
Here's an interesting question I get a lot as a supervising principal broker, and that is this:
Can I, as an agent, talk to an appraiser? Lot of misinformation about this and some appraisers, it's true, just won't talk to you. But you are okay and it's totally ethical for you to talk to an appraiser.
In fact, NAR has a FAQ on this. You can go look it up, but in their FAQ, they specifically state that people that have an interest in the transaction are completely okay in talking to the appraiser. Now, why would we talk to the appraiser? Or what would be the reason?
Well, there's a lot of reasons. One of 'em, we might be just communicating information about the houseless condition. Improvements that have been done. If there was multiple offers on the home, if the comp sets you used are totally appropriate, you can give them a copy of your comps. If the appraiser wants to accept them, they don't have to. New pending transactions that have...
You're probably hearing a buyer say this to you. They're saying, "Hey, I wanna wait. Let's put a pin in this because I wanna wait and see what happens with the market."
Now if they say that to you, what's your response?
The language of sales matters. We're not trying to manipulate people or push people, but we wanna understand where they're coming from. And help them understand the market a little bit better.
So my response to that would be something like this:
I'd say, "Hey, I totally get it. I wanna move at your pace. I don't want you to feel rushed at all. But I do have a question for you because I wanna understand where you're coming from: What's the value in waiting?"
I'm gonna let them answer and they're gonna probably say that they think prices or maybe interest rates will come down. And my response to that would be:
"I totally understand. And if that's where you're at, I'm totally cool with that, as I said. But...
Here's some good news about the real estate market, and we need some good news right now:
As of the second quarter of 2022, home ownership rates were rising. So that's good.
And we say, well, why would anyone not want to be a homeowner? Right? When we're in the real estate business, we think everybody should be a homeowner.
But sometimes, renters have a hard time getting over the hump of deciding if it is a good idea to become a homeowner. Especially when we're seeing interest rates rise. We've seen prices still rising in some markets by double digits.
One thing you can point to, which is really powerful, is the concept of inflation.
Everybody knows what inflation is and inflation is touching everybody. And so you can point out that, "Hey, you know, I'm sure you're aware that inflation right now is at a record high, a 40-year high. The last reading was 8.5% inflation. But what people don't realize is that rents are...
53% of today's clients that you're dealing with in the real estate industry are actually millennials. They represent the largest group of buyers and sellers in our business today.
And here's what's interesting:
Millennials actually trust referrals from family and friends over all other advertising messages. In fact, they're very distrustful of traditional media marketing.
So what do we do with that information? How do we adjust to that information?
Well, one thing we have to understand is that reviews and recommendations are becoming a really important part of our business. Which means we need to be focused intently on getting reviews and recommendations and endorsements online.
So, I want to ask you: do you have a process? Do you have a plan in place for collecting these reviews and recommendations?
Here's an example:
If we take a brand new agent in this industry, but an agent that's aggressive and doing well, and we...
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