How many referrals did you send out last week to your favorite vendors in your market area? If the answer for most of you is a big fat goose egg, here's the problem:
The problem is you gotta put into place the power of reciprocity.
You start pushing out what you want to receive. Give, give, give, and eventually things will start coming back to you. It's just a natural thought, reciprocity.
We give because we want to be grateful and generous, and we know eventually good things will come back. But when you're not in that mindset of having abundance and you're closed up, you're not ready for opportunity. You have to open yourself up to opportunity by being the person that provides opportunity to others.
When you're out in the market, you're listening for opportunities to help people in your sphere of influence, people that you can help with their small businesses and what they're trying to get done in their lives. When...
How old were you when you moved out of your parents' house? And how old were you when you purchased your first home? New information from the National Association of REALTORS shares the latest data with us on the averages in the US. The average age of someone leaving their parents' house today is... drum roll... 26 years old. And the average age for them to purchase their first home is 34.
So I'm gonna challenge you. Put this out on a social media post and ask that question:
When's the first time you moved outta your parents' house? When did you buy your first house? You're gonna get a ton of responses. Then answer the question yourself like I did recently, and I got a huge response on this, and my answer was, I moved out at 17. I bought my first house at 19.
Then you might dig deeper and say, what's preventing you from taking that next step? If you have some people say, well, I'm not a homeowner yet. Get into that...
Here's a quick question:
Have you offered your concierge services to all of your clients?
First of all, what's your concierge services? That means that you are the point of contact for anything that has anything remotely to do with real estate, for all of your sphere of influence. And your farmer areas. And your social audiences. So in all those categories, I want those people to think of you when they need a plumber, an electrician, a carpet layer, etc. They're thinking about you before they think about anyone else because you're the main point of contact.
Now, how do you insert value so that they actually make that call instead of just Googling it? Well, here is the way you insert value:
First of all, you gotta talk about it and you should say something like this, "Hey, you may not be aware of this, but I want to act as your real estate concierge for anything that you have related to your house. Whether it's landscaping, a new...
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...
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...
Here's a target market right now that could be a massive opportunity for us:
We should be looking for opportunities. In every market shift, there's an opportunity. And one opportunity we're starting to see is retirement.
People are accelerating their retirement plans. In fact, the number of retirees in the marketplace is up 13.7% in the third quarter of this year.
A lot of people just don't wanna face the challenges of recessionary markets and things happening, and that's out of their control. They just want to exit and enjoy the rest of their time, right?
So when you have a retiree, by definition, a lot of times what they do is they want to downsize. They wanna scale back their lifestyle, so they can afford the retirement. And we're seeing this a lot with empty nesters and just people that are ready for the next phase of their lives.
So these retirees are perfect target audience for us in that they're probably...
Feedback is one of the most important things we can collect on behalf of our sellers in order to adjust prices, adjust terms, adjust condition, and to get that property really tuned up for the marketplace.
So one thing is we gotta make sure we're going out and trying to collect that feedback. And when we do that, I'm gonna ask three questions:
1. Would you think of the price?
2. What did you think of the condition?
3. What did you think of the neighborhood?
Those are my three questions. I'm sending this by text to every showing agent. But I'm gonna also add one more question. My fourth question, which is maybe the most important is:
4. Can you tell me, did they make an offer on another house or did they actually purchase another property and get in contract?
When I do that and I find out that I can actually deliver that by act to my seller and say, "Well, Mr. and Mrs. Seller, here's the feedback. And they went ahead and made an offer...
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