2018 Listing Season Marketing Prep.

2018 Listing Season Prep

Below are a few things you can do to get a jump-start on the 2018 Listing Season.

1. Go through past client list:  Contact anyone who purchased a home with you and send a current market value report comparing current market value to their purchase price… send report and then make a call 2-3 days later to ask if they have questions.

Discovery Items: 

Are they in a position to want/need to sell?

Do they know anyone who is considering buying/selling this year?

2. Look at neighborhoods where you sold homes in 2017… go to Real List and send an offer for a free Market Value Report for those who have lived in their home for 5 or more years… Use the verbiage “I have experience in your neighborhood” and how inventories are low and now is a great time to get top dollar for their property.

3. Book of Business marketing.  Send a “No Obligation” Market Value Report Certificate to your non past-client BoB.  Asking them to give to a friend who may be considering selling their home in 2018. Include your “value proposition” as a listing agent brochure as well. Maybe add a piece on preparing your home to sell.

4. Word of mouth… Talk about listings when in groups… become the expert on market conditions. Low inventory means higher returns for sellers. Ask if they know of anyone considering selling in 2018.

5. Fine tune your listing presentation… Become one with it… if you don’t feel comfortable presenting… it will be uncomfortable for your audience. (the sellers)

Your performance in front of sellers will leave a lasting impression... make it a good one!

www.RealtorRescue.biz

Eddie Brown ©2018

How to Get More Done in 12 Weeks Than Most Do in 12 Months!

The theory behind the 12 week cycle is periodization… 

A concept when you focus intensely on income producing activities (IPA’s) for a 12 week period …then you take a 7 day break for rest and recovery before moving on to the next cycle.

Setting 12 week goals will help you focus then reward your hard work with a 7 day “vacation” before restarting the cycle with renewed focus.

How to get started:

•       To change your actions you have to change your thinking. Think shorter term, set fewer obtainable goals, and then plan your reward if you reach them. One reason few people reach their goals is they think too long term… they lose focus… they start to procrastinate, then they give up.
•      Put it all in writing… “What gets written…gets done”. Nothing is achieved without a clear vision, planning, process control, measurement, and proper time and energy management.
•    Stay Accountable to yourself… Accountability is not about “consequences” it is about taking ownership for your actions. There is always a choice to be made… think of your daily IPA’s as an action of choice rather than a burden and it will create a feeling of empowerment.
•      Commitment… You must have a strong desire to reach the goals you set in order to achieve them. Unless commitment is made you have only empty hopes and dreams. The thought of a 12 week sprint is easier to commit to than a 12 month marathon.
•     Self-Improvement… Focus on improving one skill or habit for each 12 week period… ONLY ONE!  This will allow you to put laser focus on the self-improvement upgrade.
•      Relationship Improvement: Select 12 business contacts during each cycle and focus on improving your relationship with each of them during the cycle.  Lunches, Coffee, Cocktails, etc. show them you care first… the referrals will follow later.

Put the power of focus to work in your business… Start designing your plans for 2018 now!

How to Cope With the Summer Slow-Down in Real Estate

It's Summer...It's HOT... Where did all the Buyers Go?

Anyone who has been in Real Estate for any length of time knows how cyclical the market can be. Tax Time, Summer Vacations, Back to School, and Major Holidays can sometimes put the brakes on even the hottest markets. Coupled with the “roller coaster” effect inconsistent prospecting creates, and you have the perfect set-up for a few bad business months… (Where you seem to always be scrambling for prospective buyers and sellers).

Step One: To lessen the side effects of the normal cycles of the real estate market stay consistent with your prospecting and networking with your database. Only 20% of REALTORS have a system in place to manage their database … Only 5% use it consistently… This 5% has an average yearly net income over $200,000. Lesson #1 learned… Get a System…Lesson #2 USE IT!

Realtor Rescue Coaching implements a system appropriately named “THE FIVE”©. This is a simple to learn and utilize system of 5 different types of contact per day…  5 days each week. This equates to approximately 25 contacts per week of voice to voice, face to face, hand written notes, electronic communication, and breaking bread (lunch or coffee meetings).

For most this seems like a daunting number… I often get this response… “I have to contact 25 people each week??? Really Eddie…are you on drugs?” … (or some just look at me like I have 3 heads)… But I promise…it is really is much simpler than it seems.

Daily Scenario: You call a past client and invite them to Starbucks for coffee… 1 call, 1 coffee… after the Starbucks visit you send them a hand written note via snail mail thanking them for meeting with you (and again asking for referrals)… there goes your 3^rd contact…

While at the grocery store picking up your dinner you see a neighbor and have a quick discussion about the swim meet at the pool and you ask them to remember you if they hear of anyone buying or selling ….there goes your face-to face and contact #4.

So all that is left is your electronic communique… Will any of you send any personal emails, or go onto social media after you have dinner? Yeah I thought so….BINGO there’s your “FIVE” for the day… Easy Peezy!   

Step Two: Is to get an accountability partner to hold you to your promise to yourself so you can reach your goal of 5 contacts 5 days each week. Also have a set of written goals for your transaction numbers and income for the next 3-6 months. Consistency is the key…your “easy button”… Your “partner” can be a spouse or significant other or another agent where you can hold each other accountable to your goals.

Step Three: “Aim Small and Miss Small”  Don’t aim at the whole target…pick a spot on the target and focus on it intensely… so even if you miss the small spot you were focused on, you will still be on the target.

Example…. Don’t focus on a goal of $100,000 in income… nor the 30 closed transactions needed to generate $100,000 in income… don’t even consider this equates to 2.5 monthly closed transactions … Do calculate the number of contacts you need per day to generate your income goal and focus on completing them each day. Even if you miss a few contact goals here and there… you most likely will still be on target at year end.

When the market slows down… it gives you more time to “speed-up” your marketing efforts. When everyone else is complaining about the lack of business…you will be shifting into a higher gear and waving to them in the rear view mirror… yelling…. STAY ALIVE WITH THE FIVE!!!!!

For more information on Realtor Rescue Coaching and “THE FIVE” contact

coach@RealtorRescue.biz

Eddie Brown © July 2017