You know, I wonder, do you ever start the month hoping that you’re going to get the listings that you need, but not sure exactly where they’re going to come from? When I was actively listing and selling, I consistently listed 12, my minimum standard, and up to 15, my stretch goal, no matter what the market.

How did I do it? Well, it was simple, because I had a system, a process, and a plan. And I followed it faithfully. Let me ask you, if you knew how to fully implement at least one great system of creating listings, and you did it flawlessly and consistently, do you think you could at least find a few new listings from it, in the second half?

So what’s stopping you? If you’re like most of the clients that come to us for coaching, it really has not that much to do with lack of ability or desire, it usually is simply that you need a strategic plan and an approach that will help you find more business without always feeling like you just have to work more hours.

Now just imagine, if you had not just one but rather three to five great listing generation methods and a complete plan for each and the skills and scripts to carry them through successfully. Would that be better than what you have right now? So remember, we want to work smarter, not always work harder. So let’s identify your 3-5 key sources, let’s put an action plan in place for each one, and if you need some help with that, please, reach out to us and we’ll help you.

So today we’re going to talk about important messages to get out to your database and even potentially your farm area.

See agents always ask us, what are some ideas for messaging, either e-blasts or postcards or just in our conversations with our people that we reach? Well, number one: the annual real estate review. Now this does not mean that you would do CMAs for everyone.

This means that you would call and ask if they would like to have this service from you. And it’s definitely something you could offer every year, and it really doesn’t matter what time of the year we’re in. Because it is an annual review so you can do it any time of the year that you choose.

Also, let’s talk about how you are a move up specialist. Because we often talk about now is the time to move up, but we don’t tell them how to move up, or that you can help them with that, and create a strategy and a plan so that they’re not homeless. Then we could talk about local investment opportunities.

We could talk about important news, updates and trends that are going on in the community or in the market. And certainly we could use client success stories: testimonials that showcase how you are helping others achieve their goal.

Now we certainly could also talk about recent sales: new listings, new sales, upcoming open houses. And remember, they don’t keep your messages in a scrapbook and look at them again and again. They read them, and they throw them away. So it’s perfectly acceptable to set up some of these messages, save them in your Dropbox or wherever you save them, and run the series again in the future.

Sumii Jhingon is an elite Realtor in Fremont, CA.  To connect with Sumii, at Legacy Real Estate you can call him at (510) 909-5652 or via email at [email protected]

If you are a real estate agent or broker that is looking to for more insight and direction on how to get more listings, sell more homes to your investors, and work with more buyers, then this podcast is just for you!

Study the Art of Selling

Most salespeople learn just enough about their business to get by, and then they stop learning and growing. This is one of the reasons for this program—people like you want to continue learning and growing. In addition to being on these calls each week, what else are you doing to hone your craft?

Some ideas:

➡ Practice your scripts and skills for 20 minutes each day.

➡ Read a great book for 15 minutes each day.

➡ Join a mastermind group.

➡ Record yourself prospecting and listen to the recordings.

If you are a real estate agent or broker that is looking to for more insight and direction on how to get more listings, sell more homes to your investors, and work with more buyers, then this podcast is just for you!

Speaking of Goals...

When you joined this program, we sent you a business plan template. You also have a goals section in your numbers tracker. Make sure you have them completed, and review them daily, updating them as you go.

Write down your top five goals and carry them with you. Look at them all day to remind yourself. Or, if you want to get creative, there are a number of ways to make sure your goals are always at the forefront of your mind.

A few examples: Many of our clients find it helpful to create a dream board. They cover it with cut outs from magazines, photos, and quotations that represent their goals, and they hang it in their prospecting area to remind them.

One client of ours has a cork board where be posts copies of his commission checks, each with the source of business written in bold ink. This reminds him to keep prospecting in order to generate more leads. Another client posts one red sticky-note on her wall for each listing she plans to take in that month, and she takes down one sticky-note for each listing that she takes.

If the month ends and she did not hit her goal, she leaves the leftover sticky-notes up and adds the new ones for the next month—she knows she has to work even harder to catch up!

If you are a real estate agent or broker that is looking to for more insight and direction on how to get more listings, sell more homes to your investors, and work with more buyers, then this podcast is just for you!

Setting Realistic Goals A lot of people ask me, “shouldn’t I set really high goals and then stretch for them?” For most people, setting an unrealistic goal is harmful and counterproductive. It discourages them before they even begin. It is better to set goals that are not too easy but are still within reach. You can still set a stretch

It is better to set goals that are not too easy but are still within reach. You can still set a stretch goal, so that you don’t become complacent when you achieve your regular goal earlier than expected. However, you need a realistic goal to start with.

Think about this: will your schedule support the goals that you have set? There is always a price to pay when we are striving to achieve a goal— what price are you willing to pay?

If you are a real estate agent or broker that is looking to for more insight and direction on how to get more listings, sell more homes to your investors, and work with more buyers, then this podcast is just for you!

Your Self-Talk

Finally, the way you think about yourself is important. Our subconscious mind is smart—it can protect you, to some degree, from negative things that other people say, if you let it.

When people negative things to you, your subconscious should kick in and say, “that’s not true—that person doesn’t know what they’re talking about”. Your mind reflexively shelters itself from negative thoughts. But when you say negative things about yourself, you sabotage this subconscious reflex.

It is impossible to prevent every negative thought from popping into your head, but it is possible to control how you react to that thought. When a negative thought comes into your head, say “stop!” out loud and replace it with a positive thought. Do this often enough, and you will start to form a habit of positive thinking about yourself.

If you are a real estate agent or broker that is looking to for more insight and direction on how to get more listings, sell more homes to your investors, and work with more buyers, then this podcast is just for you!

Ramping Up Your Business

I often hear agents say that they want to do better, and yet they often fail to create a plan and take action on it. It is hard to create a plan and stick to it, because it means we have to do things that we don’t want to do.

However, if you want your business to grow, you need to do this. It will be hard, it will make you get out of your comfort zone, and you will have to be consistent in your efforts. But imagine how you feel in 90 days, when you have more listings on the market and more pendings in the pipeline than ever before!

Think about the days when you go to work and are 100% efficient. You come home feeling great, even if you didn’t create a listing or close a sale, because you know that your next one is coming because of your efforts. Why not have more of those days?

You are your biggest enemy—the only things that can hold you back are self-doubt, a lack of discipline, or an unwillingness to push yourself. Ask yourself: how much do you want, and what are you willing to change in order to get it?

If you are a real estate agent or broker that is looking to for more insight and direction on how to get more listings, sell more homes to your investors, and work with more buyers, then this podcast is just for you!

Hello everyone and welcome to Debbie’s daily tips today, we are talking about pre-qualifying your sellers. One of the most important things you can do in the listing process is to make sure that you pre-qualify your clients. Even if you know the client already, pre-qualify them so you don’t get blindsided. Use the questions that we’re going to go through here in just a moment as your foundation, but certainly feel free to expand the questions as needed.

Now, I know that you maybe be willing to go on just about any listing appointment, so you might wonder, why should I pre-qualify? Well think about it this way, not only do you want to go, but you want to walk in and be extremely well prepared.

So here are some of the questions to ask. Where are you selling? When do you want to put the home up for sale? By when do you need to be moved? Do you have any special needs or concerns? What are you looking for in an agent? Are there loans or liens against the property? What do you hope to list your home for? Are you interviewing other agents? Who are you interviewing and when are the other interviews?

Is it possible for me to be the last one interviewed? Does the property have any upgrades or improvements? Are there any repairs or issues with the property that I might need to be aware of? So again you may want to dig in, ask a few additional questions, but this should give you a great start into figuring out what’s going on with them and what it is going to take to move them forward to a terrific listing for you.

So make it a great day, and thank you for joining us today on Debbie’s daily tips and I will talk to you soon.

If you are a real estate agent or broker that is looking to for more insight and direction on how to get more listings, sell more homes to your investors, and work with more buyers, then this podcast is just for you!

Income Producing Activities

Scheduling and time management is one of the biggest things that my clients struggle with. This lesson will give you some practical suggestions to take control of your schedule and then stay on top of it.

Write this down: your goal is to have 80% of your day spent on income producing activities. Most clients report that they are doing well if they are at 50%—80% is hard to achieve.

What would we call income producing?

1. Prospecting

2. Lead follow-up

3. Listing or showing appointments

4. Contract negotiations

5. Closing deals A portion of your day does need to be spent on income servicing, but we want to avoid falling into the cycle of creating some business and then obsessing over servicing it. This can leave you with no new leads once you’re finished closing your current deals.

If you can stay on a schedule where every activity is time blocked and you are dedicating a significant portion of every day to creating new business, you will maximize your efficiency.

If you are a real estate agent or broker that is looking to for more insight and direction on how to get more listings, sell more homes to your investors, and work with more buyers, then this podcast is just for you!