Having a successful business means you should be working smarter, not harder. We want to help you get there. Interested in a FREE Business Consultation?Contact us Today! One thing that I’m tasked with as a CEO is helping people build successful businesses here in the East Valley. One of the biggest misconceptions in getting there is the actual use of the word “business.” If you could leave your business for one week without any communication, would it run just fine? What about a year? If your business relies on you to be there every day to run it, you don’t have a business; you have a job. A common myth is that you must work hard or be seen working hard to be perceived as successful. What’s the difference between a $2 million producing agent and a $20 million producing team? Just systems and a key hire. What about the difference between a $20 million producing team and a $200 million producing business? Just more systems and more key hires. We want to move you from agent to business owner. The closer you get to the $200 million producing business, the less time you’re spending on the business itself and the less responsibility you have. That’s called leverage. At Keller Williams East Valley, we want to move you from agent to business owner as soon as possible. If you’d like to learn more about this opportunity, give us a call or send us an email today to set up a consultation with us. We look forward to hearing from you!

Build as many relationships as you can and keep in touch, in order to continue to grow your business and your database.  Interested in a FREE Business Consultation?Contact us Today! I get asked all the time, “How can I have an amazing career in real estate that will last?” The answer is actually very simple. Building a business is really about building relationships and building trust value within those relationships. You want to make personal connections with those people who already know you, or people you may not have met yet but have heard of you.  The best way to build trust in these relationships is by providing value. You can add value by providing these people with important information about real estate, financing, home improvement, or anything else that homeowners would want to know about.   The idea is to provide the ultimate value to anyone who knows you, even if you haven’t personally met them. You want the information to be so good that they would pay for it. This means providing solid data, reinforcing your point, and giving a strong call to action. They may call you, they may refer you, but no matter what, you can start building a direct relationship with them so that when they are thinking about buying or selling, you’re the first person that comes to mind. When building relationships, you’ve got to be consistent. First, you need to have a consistent message about why someone would want to do business with you. Make that your mantra. Secondly, you’ve got to be consistent on following through with things that support your vision. Let’s say that your message is “hassle-free.” Send your potential clients information about avoiding potential hassles and problems when buying or selling. When you do that consistently, you will build that trust, and you will start to add those people to your database. Your database will be comprised of people you know and people you don’t know. No matter who they are, you will start to build a relationship with them over time. Then when the time comes for you to reach out or give them a call, they will respond quickly. Once they do, you’re off and running. The idea is to build as many of these relationships as often as you can. Every 90 days, I like to have my people add 50 quality people to their database. After a year, that’s a couple hundred people you have now added. For every 12 that you add to your database, you can count on two transactions. That’s the way to build a business. If you have any questions or would like more info, there are several systems, methods, and processes to do so. If you would like more information, shoot me an email or give me a call. I’d love to hear from you!

It's important to make time for client acquisition, in fact, it should be the first thing you do everyday in order to grow your business. Interested in a FREE Business Consultation?Contact us Today! We often talk about time management, but really, you should work on time leading. In other words, as a real estate professional, where do you need to spend your time?  It depends on what you want to do. Do you want to spend all the time in the service area, taking care of all the little things that go wrong, or would you rather have a professional handle that while you take care of the important things? What are the important things in real estate? I believe it’s all about getting more clients that need your services. If you spend two or three hours each day working on client acquisition and building relationships with your current clients, that’s a very good use of your time.  Most agents view client acquisition in one of two ways: as something you should do or as something you have to do. Which is it? If you really want to build a business, the first thing you have to do is build enough relationships with people who will want to use your services as a real estate professional. In short, client acquisition should be a priority for you.Client acquisition should be your priority at the start of each day. If you’re a true real estate professional and you provide value to your clients by making transactions as smooth as possible, naturally, you’re going to get referrals. There are a lot of things you can do to cultivate those referrals and prompt past clients to send business your way. However, client acquisition is more than that. It has to be systematic. Use social media, blogs, your email list, and other technology to touch your clients. That should be your first priority every day. After you’ve created one or two quality appointments with someone who wants to buy or sell real estate, you can do anything else you want during the rest of the day. Service the business you already created or work on your systems and education. The priority is to get out there every day and set up appointments with clients.  If you have any questions, give me a call or send me an email. I look forward to hearing from you!

Interested in a FREE Business Consultation?Contact us Today! Whether you have thought about a career in real estate, are working to get your license now, or are already in the industry, we would love to talk to you about all the training and support we can provide you with at Keller Williams. Come to one of our career nights, where you can hear first-hand from my agents and I about Keller Williams and our view of how we fit in the industry. Come hear first-hand from agents who are producing right now and their team leaders who are giving them the tools to produce at a high level. You’ll hear from them, myself, and even our productivity coach.“ This is a great place to find out what it takes to get started. ”If you’re currently looking at the industry as a career path, this is a great place to find out what it takes to get started. All this and free dinner to boot. To register for our next career night, click this link. If you have any other questions for us, don’t hesitate to give us a call or send us an email. We would love to hear from you!

Interested in a FREE Business Consultation?Contact us Today! When you embark on a career real estate, should you join a team or go solo? This is an excellent question, and I think either choice is great, but there are certain advantages to each. When you join a team, you have access to a lot more resources and you have a much larger support network. Real estate teams have specialized positions that work kind of like an assembly line, they can buy and sell far more homes than a single agent.  A team can teach you scripts and they can even find leads for you! Teams also provide coaching and peer accountability. Your team will push you to be your best in a high-energy and competitive environment. Solo agents are a little more rare in today’s market. It’s a lot more work to be a solo agent, but your business is more simple. You don’t have to split your commissions with anyone so it’s potentially very lucrative. You have the chance to build your own business, but you don’t have as much back end support or the motivating environment of a team. If you would like to learn more about what it’s like to work with Keller Willams Realty East Valley please don’t hesitate to contact me. I’d love to tell you what it’s like to work with us. We look forward to hearing from you!

Interested in a FREE Business Consultation?Contact us Today! Acronyms help us remember concepts. Keller Williams has so many! Today, we’ll discuss the meaning behind AEIOU.I learned the AEIOU acronym from Buyer Mastery, a course offered by Keller Williams University. Basically, it refers to the way to win over a client during the consultation."A" stands for asking questions. When you meet with a prospective client, the first thing you want to do is ask questions. Don’t assume you know what’s keeping a client from taking the next step. Understand their reasoning and any possible circumstances. Investigate!"E" stands for empathy. Our clients want to work with someone trustworthy. If you empathize, you’ll create a safe and open space for clients to express their concerns and anxieties. "I" stands for identifying the real issue. Restate what you believe the client said. I refer to it as active listening. If you repeat what someone said to you, they will know you listened and can elaborate further. They might clarify or correct you if you misunderstood, too. Make sure you hear the client correctly!"O" stands for offering a solution. It can be overwhelming working with buyers. Think of ways to resolve conflicts and problem solve critically. It can be really simple and let the buyer know that."U" stands for urge and agreement. We use tie-downs to accomplish this final step. They know you’ve asked questions and found a solution. Urge them to agree with your tie-down statements.Don’t forget AEIOU! If you have any questions about this topic or anything else real estate related, be sure to give me a call or send me an email! I’d be happy to talk with you.

Interested in a FREE Business Consultation?Contact us Today! The real estate business has really embraced technology over the last few years. Today we are going to talk about 5 applications that can help you strengthen and grow your real estate business. Here they are. 1. DropboxWe use this app to store any documents that we are using in a transaction, from the actual contract itself to the inspection and the appraisal. We can give other people access to this as well. It's cloud-based, so it can be accessed anywhere.  2. EvernoteIn Evernote, you can create a specific file for your prospects where they can see the entire transaction from start to finish. You can put notes in the application, of course, but you can also insert video clips and checklists. You can give your prospect access to all of these. 3. F@xburnerThis app is a life-saver. With it, you can take a picture of any document, save it to your phone or tablet, and convert it to a .pdf, which you can fax directly from your mobile device.  4. ShoeboxedWith Shoeboxed, you can take a picture of a receipt, and it will code the receipt for you and put it in your expense report. Every agent should have this app to take receipts and separate them for your P+L documents. 5. Dragon DictationDragon Dictation allows you to use your voice to write a text, email, social media update, or anything in-between. Simply speak, and your text content will appear. Most of us talk more quickly than we type, so this is app is a huge time-saver. By using these apps, you can save both time and energy to work on other dollar-producing activities. If you have any questions for us about any of these apps, or just want to chat about your career goals, we would love to talk. Give us a call or send us an email!

Interested in a FREE Business Consultation?Contact us Today! We’re often asked, “What is the secret to becoming a successful real estate agent?” The most important thing you have to do as a Realtor is to lead generate. That’s your job. Therefore, you want to join a team or company that’s going to support you. Their job is to help you make your strengths even stronger. You should create the most opportunity for your business. Daily, you’re concentrating on lead generation. Secondly, you have to train yourself. We consider this classroom time. You should be working on scripts, dialogues, systems, and models to improve your skills. This year, Keller Williams was named the top training company worldwide out of all industries, according to Training Magazine. Lastly, pursue some sort of coaching or consulting. That’s the accountability part of this process. You should have a resource, like us, that’s holding you accountable to your professional goals. It’s all about your success and balance. If you’re interested in working with us, we’d happy to be of service. Give us a call or email today!

Interested in a FREE Business Consultation?Contact us Today! At our office this past week, we had a fantastic panel of top agents, facilitated by an agent in the top 1% of our marketplace. We talk about scripts, dialogues, and consultations. Why is this important? It’s not about knowing more about consultations, it’s about having a better presentation for a consultation with scripted dialogue. If you start with a consultation, you will typically have more of a connection with that client of yours and you set the expectations. From the beginning, they should understand the importance of your role and why they need you as an agent. When something goes right later down the line, it’s easier to know why. We cannot stress the importance of a consultation more! Sit down and find out what your clients needs are, since there’s a difference between needs and wants. Set proper expectations on what the transaction will look like. These steps should make the transition smoother. Get scripted, memorize it, and make it your own. If you have any questions about consultations or anything else, do not hesitate to reach out! Contact us by phone or email.

Interested in a FREE Business Consultation?Contact us Today! What does 100 percent of 10 percent mean when lead generating your target marketing? It means prospecting a direct niche that may not even know you’re directly marketing or advertising to them! How do we do it? The process we use is called scrubbing. We go to a title company and ask for a specific subdivision, area, and zip code, and have them pull specific properties out that fit whatever guidelines you're looking for. For example, if you’re looking for listings, you might decide to go after every home that's in a specific area that's non-owner occupied. We have the title company pool any homes where the seller's tax records go to a different address. When a property's tax record are sent to another address, you not that property is non-owner occupied. Once you've identified a handful of these properties, and find out where their owners live, you create a lead-generation campaign around them to convert them to a new listing. You can use the same time of scrubbing model to find buyers in that area. We flip-flop it. We have the title company go after all of the homes that are non-owner occupied, which are probably renters. We would then directly target the tenants of those properties to try to find new buyers! If you have any questions about this topic, please don't hesitate to reach out to us. We would love to help you grow your business!