On this episode, Debbie and Pete talk about how to use email properly:

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!

On this episode, Debbie and Pete discuss the Marketing Calendar and budgeting.

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!

Debbie and Pete talk about best practices for using social media in your real estate business.

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!

Today’s tip is about overcoming the fear of prospecting.

Do you find yourself sometimes paralyzed by the fear of rejection?

You know you need to make the calls; maybe you're even desperate to make the calls because you need the revenue, but you simply cannot bring yourself to make the calls.

It's not your fault.

Probably something in your background, in your life, in your past, has made you afraid to prospect; has built this pattern of fear in your mind. But you know what? The good news is you can get over it. You can get past it. And we can help you.

One of my coaches, Gus Alba, does a great session on overcoming the fear prospecting and personal promotion. And we'd be happy to share some tips for you. Just email us, [email protected].

We also do prospecting schools and workshops. If you're interested in finding out when the next one might be, let us know.

Think about it this way, your fear is a habit, it’s a pattern. Something is there that is telling you that you are going to fail, but what about the successes?

How many of us has had that moment where we knock on the door, someone comes to the door and says, "Oh, I'm so glad you're here. I need to sell my house." It happens, right? And there you go; we create a new habit, a new pattern.

Someone once said, if you want to overcome your fear of rejection, just get rejected a lot. That's fine if you can get past that initial fear to force yourself to get on the phone. So we'll help you. Having great scripts; that helps. Having role play partners; that's helpful. Having a coach that's working with you on your skill and holding you accountable makes all the difference. 

Email me what is your mindset about prospecting and I'll send you back a couple of great thoughts.

Think about this affirmation that a client of mine has that I absolutely love; his affirmation is, "Prospecting Equals Freedom. The freedom to have the life I want. The freedom to have the income I need. And the freedom to choose the clients I work with.”

So we said on a coaching tip a few weeks ago, what would you do today if you weren't afraid? So make it a great day. Be fearless. And remember, they're home, they're happy, and they're just waiting for you to call them.

On today's Marketing Monday call, Pete lays out how to create your free reports (a.k.a. Lead Bait) that we discussed in our last Marketing Monday call.

To summerize the steps involved:

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!

On this episode of Marketing Monday, Debbie asks Pete Mitchell to share ideas on how to start out the new year with advertising that will bring in listings and hot buyers.

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!

Today's tip is holding a fabulous, powerful, quality open house.

Now I know some of you don't like to hold open houses so you may want to go ahead and hang up now. Or maybe you don't hold them but someone on your team does, so if so, stay tuned.

You know I do a whole session in the Masters Program on holding a quality open house. I may even do a Webinar soon because I have so many requests for information on this topic. But let me give you a few key points right away:

Pick a good house.

People don't wake up in the morning thinking I am going to buy a house that backs to a freeway. So therefore, they are probably going to come by an open house and keep on driving. So pick an open house that you feel will draw traffic.

Invite the neighbours to the open house.

We have heard that for years and yet how often do we actually do it? And it is so powerful. Put plenty of open house signs out. No. Three is not plenty. Many of the great agents I coach put up fifteen, twenty, twenty five. Now of course you have to go with what your city ordinance or community ordinance allows for, but put up as many as possible.

When you're there, it is a job interview, right?

You got to make a great impression. In those first couple of minutes, look sharp. Have some good materials with you. Preview property in the area. Run the comms and the data because you want to show that you are the expert. Now, you can use a sign-in sheet if you choose. I am not a big fan of them though. I think you need to earn the rapport.

Ask great questions.

Be charming and engaging… The hook is, “I prospect.” I have great a opportunity through my office, my company, the prospecting I do to find quite sales or pocket listings; things that are not yet on the market that you would want to see. I can help you beat the crowd. What is the best email and the best phone number to contact you at if I find something exciting?

Now once I get their contact info, I want to take it one step further and see if I can book an appointment before they leave. So I have to be charming, prepared, engaging, and aggressive, and move fast, because if you don't capture that lead, a more aggressive agent out there will call them tomorrow and will take them away from you.

Have a great day. I'll talk to you tomorrow.

Today's coaching tip with Debbie is your buyer process.

Do you have the perfect buyer process? For most of you, probably not. And what is the perfect buyer process anyway?

Well we don't have a lot of time on our call today; however, I do have a report for you. So if you'd like to have a resource outlining the perfect buyer process and home buyer consultations, you can feel free as usual to email me, [email protected].

I do want to give you a few tips:

In thinking about the perfect buyer process, it would be to speak to incoming sign calls, ad calls, and internet leads as quickly as possible to turn them around and get them into the office within 24 hours, if possible.

To do a through needs analysis and consult first. Get them to open up to talk to you about their needs, their goals, their desires. It’s a great way to get them in rapport with you.

Next, we want to talk about the services that you provide. What are you going to do for them? This helps them understand why they need to do the next piece of the process, which is commit to work exclusively with you. Now that were going to take them out and show them property, I am still a believer and ride with them, or have them ride with you. Because that allows you to spend time educating them on the market and on the process, so that they don't make foolish decisions because they were uninformed.

Now, what if you show them several properties and they keep passing them by? Or they are just quite not good enough? See, I feel that within two to three weeks in, if we haven’t sold them something and you're feeling a little bit stuck with them, it's time for a heart to heart. Sit them down and say to them everything you would say to me. About what's going to need to happen or change in order for them to actually buy a home?

So that's a quick snapshot of a buyer process. But again, I have a lot more for you. Just reach out. Email me. And I'll send it your way. And, I'll talk to you tomorrow.

Today’s call is about tracking your numbers and your success.

This is exactly what most of you don't like to do.

I do understand it because you're busy. Many years ago I felt exactly like you do until I realized that success can be often broken down to a mathematical formula.

For example, each and every one of you have your own inefficiencies. And so for some of you, maybe you need to make 25 contacts to take the listing; for others, because of your skill or your market, maybe you need to make 90 contacts to take the listing. But you have to know your number. You know how many people you need to speak to each day and what your success ratio is. So I would very much encourage you to start tracking.

Now if you are coaching with us, you already have your electronic numbers tracker. Report your numbers so that when your coach gets on the coaching call, they can see exactly what you've done.

Now for the rest of you though, you need so start writing down how many contacts, hours prospected, listing appointments going on, listings taken, listings sold, buyer sales, closed transactions.

As you track your numbers, it’s going to keep you accountable to what you need to do to achieve your goal, but it’s also going to help you identify gaps in your business.

For example, if I am looking at your numbers tracker as I am coaching you, and I see that you've gone on four appointments in a month, and you did not take a single appointment or take a single listing, I'm going to think, okay, something is wrong. Either they weren't qualified appointments or we didn't do a good job on that particular appointment or all four of those appointments. What do I need to dig in, in order to help this person take more of the listings they are going out on?

The numbers are terrific for accountability. They help your coach know where to zero in to help you. And they help you identify your gaps. And by the way, you are running a business.

So it’s important to measure goals, activities, profit, and loss, alright? So have a great day. Start tracking. And I will talk to you tomorrow.

Today’s coaching tip is about TNT questions.

What does that stand for? TNT questions are questions that blow up the competition.

As you all know, most of our listing appointments today are multiple interviews. Well, that is a grind when they are interviewing three, four, five people, when they forget most of what you said within 24 hours.

So what do you do you to give yourself an advantage?

Well one of my senior coaches, Gus Alba, and I worked together to collaborate on some questions that you can leave behind with the sellers when they don't choose you on the spot. Questions you can encourage them to ask the agents coming in; questions that are designed to blow up that agent because they will not know the answers or they will not have the right answers.

I would encourage you though to reach out to me, [email protected]. I'd be happy to send you the full list of these TNT questions.

Or if you prefer, write your own.

Think about the questions that you would be thrilled if a seller asks you because you know you're very strong and very powerful in those areas and you would shine.

You can write your own questions or you can reach out to me and we'll send you ours. But we want to be strategic about positioning you to win and to beat the competition.

I will talk to you tomorrow. Thanks for listening.