Hey everyone, I've got a question for you:

What are your standout moments when working with buyers?

It's vital to consider the service aspect of our job: Service is what we do for our clients, while hospitality is about how we make them feel.

We are essentially in the hospitality business, aiming to create emotional, “WOW” experiences for our clients that leave them saying, "Wow, I can't believe what you just did for me."

These are the moments that lead to referrals and repeat business.

Let me share three examples of “wow” moments that can enhance your buyer representation business.

First, implement a pre-meeting questionnaire: Just like when you visit a doctor, send your clients a short questionnaire ahead of time. Let them know it will help you serve them better. If they don't complete it, suggest arriving 15 minutes early to the meeting to fill it out. This simple step can improve your...

I've got a story from my trip to Boston with my wife. While our son was in summer camp, we embarked on a delightful foodie tour of Little Italy, guided by an amazing teacher turned tour guide. He shared the rich history of the area, led us through fantastic shops, and treated us to mouthwatering cuisine. Toward the end, he pulled off a brilliant move relevant to your real estate efforts.

As we basked in the afterglow of a satisfying tour, he proposed a group photo. After the snap, he asked, "Who wants a list of all the restaurants we visited today? Just give me your email, and I'll send it over."

We all gladly obliged. Upon reaching home, his email contained the promised picture and the tour's culinary highlights. Here's the genius part: he added a well-placed plea for a review, taking advantage of our post-tour excitement. We promptly provided a glowing review.

He went further, offering even more value. For...

Guys, 60,000 agents have already left the industry, and another two to 300,000 are projected to follow.

But here's why it's good news for us as REALTORS:

Each departing agent likely had one or more transactions last year. As they leave, those opportunities come back into play, and we have the chance to handle them as real estate professionals. So we can expect to get busier with each agent's exit.

However, there's an even bigger opportunity that most agents are overlooking:

Every agent who leaves the industry leaves behind a sphere of influence, a network of family and friends who may have some influence that we can tap into.

Here's what you can do:

Reach out to these exiting agents and express your condolences about their departure. Then ask them a quick question: Would they be interested in monetizing their hard work by earning referral fees? Since their license is still active, they can leave it hanging and...

If we look at the engine of your business, it's your sphere of influence.

Statistically, for every 10 people in your sphere, you'll average one closed sale.

But that's only if you stay in touch with them 20 to 50 times a year and have a good relationship with them. So let's go back to January 1st. Do you know how many people were in your sphere at that time?

If you don't, you don't have control of your business.

Now, fast forward to today. Have you grown your sphere of influence in the past six months? If not, your business may not be growing and could even be shrinking due to market challenges.

We can't escape market conditions by focusing on other things and neglecting our sphere. The key to changing your business's trajectory is to quickly increase your sphere of influence. You may be wondering how to do that. Well, here's a magic number to keep in mind:

The average American has 27 conversations a day. As REALTORS, we should...

Can you relate to this?

You meet someone at a party or an event, and you have an amazing conversation. You really connect and feel like you could become friends. But then they disappear, and you never hear from them again.

As REALTORS, we often miss the chance to expand our spheres of influence and grow our business by nurturing these relationships. Plus, we could gain some friends along the way.

But here's the secret sauce: The Ford Plus One technique.

You might be familiar with the Ford technique, which stands for Family, Occupation, Recreation, and Dreams and goals. Whenever you're talking to someone and struggling to keep the conversation flowing, think about these topics.

Ask about their family, their occupation, what they enjoy doing for fun, and their dreams and goals. But as good as that is, I want to add a plus one to this technique.

Why?

I want to find a way to add value to the conversation even after it...

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...

Hey guys, June is National Home Ownership month.

This is a golden opportunity to reach out to all the homeowners in your database and provide them with a quick equity assessment.

Let's make the most of it! Instead of reaching out to one homeowner a day, let's aim for two or three. We can really make an impact this month. So here's the plan:

I'm going to use my favorite platform, https://www.narrpr.com/, which is free for every REALTOR.

It allows me to create a visually stunning, 81-page CMA (Comparative Market Analysis). But I won't just send them the paper CMA. I'll create a video using BombBomb or loom.com. In the video, I'll say,

"Hey, Mr. and Mrs. Jones, did you know that it's National Home Ownership Month? I wanted to provide you with an update on your home equity. There have been some significant changes in the market, and I want to keep you informed. So, here's a personalized report for your...

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.

Here's why:

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...

Do you have a hospitality mindset?

I heard two stories that really brought this home.

The first story is about a restaurateur in New York City who overheard a group of four customers talking about how they had never had a hotdog in New York City, despite just having a $500 lunch at his high-end restaurant. The owner of the restaurant went to a hotdog vendor across the street, bought four hotdogs, had the chef cut them up and arrange them elegantly on a plate with all the condiments the customers wanted, and had the maitre d' bring it out to the customers. They were amazed, even though they had just eaten a five-star meal.

The second story is about Steve Wynn, who owns the Wynn Casinos in Las Vegas and all over the world. He implemented a process where all managers have a daily brainstorming session before every shift, and one of the things they discuss is positive experiences they've had with guests.

One of the stories that...