Alright my friends, who’s ready to attack 2021 in an offensive way and get the job done for your buyers!
It’s a Crazy market and all we don’t win unless we get our buyers where they want to go
this year – we must – we absolutely must play offense to get these buyers under contract
and I’m going to give you specific things you can do differently right away to change the game for your clients
tricks that you can implement in your business
and you’re going to see an immediate difference – and be working with new clients next week
so hang out with me for a few minutes and we’re going to dig in …
ok – who feels like 2020 kicked your butt
it was fast – it was crazy – it was a fight
and 2021 isn’t going to be any different…
but we can learn our lessons and get out of defense – and start playing offense for our buyers
it’s easy to say rah rah rah – I’m going to kill it in 2021
I hear it all January and February – and then march comes around and agents are stuck on the same track as they were last year
So, what I want to do is give you things you can do right away to make sure you hit your targets
That’s my goal here –
First – right now, this month, there is no better time to get in touch with clients and buyers that you lost touch with in the fall – all those people that reached out to you – maybe you had appointments that cancelled, leads that never answered your call - whatever it may be …
For everyone you reached out to that you didn’t connect with – that doesn’t mean they are not serious
Listen, I hear agents all the time –
Well, I reached out and they didn’t get back to me
Of course they didn’t
People don’t like returning phone calls – they get busy and distracted
Buyers are like rabbits – running around from one spot to the next
Buyers – leads – do not like getting back to people, and our “timing” … please give me a call back today – is not important to them.
They only care about what they are doing right that minute –
What’s important to them –
That’s why,
1) We don’t take anything personally – we just do our job
2) And 2) our job is to reach out, follow up, and then do it again …
You haven’t hit the mark until you’ve reached out a dozen times.
So don’t worry if you don’t hear back.
Go in expecting that you are not going to hear back after the first, third, even eighth call or text message
Just keep reaching out and here is your trick number two
How to do business differently this year …
STOP reaching out and talking to buyers about what you want to talk about
All the questions we want to know
Hi, this is Kim Dowling, I understand you are interested in 1234 main street – let me ask you
Do you have a realtor?
Are you pre approved with a lender?
Stop and put all that to the side – you have to offer value first – you have to connect with the buyer first
Let’s make sure we find you and your family the perfect home
1234 main street has 3 bedrooms and it’s got this big, beautiful kitchen –
I can’t wait to see it with you – tell me more about what your perfect home looks like
Give me your priorities ….
Stop interrogating your leads and putting them through a quiz when you talk with them
Get to work and make sure you’ve got their priorities set so you can accomplish their goals
That first call, that first email, that first stream of text messages
It should be all about them – what they want
They are calling you for information about a property – and that’s what they want to know
It’s like dating
What if you sat down on a first date and said – hey, are you dating any other people and how much money do you have in the bank
That date is over – people don’t like that
So when you say in 30 seconds or less are you preapproved and are you working with a realtor – they jump back, there is not connection – there is no value for them, or warmth or care or kindness
And here’s the key – I’m not saying don’t ever ask these questions – just stop asking them out of the gate. Talk to buyers about what they want to talk about –
They want
