Monday Morning Wake Up Call with Kerry & Heather

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It has been an interesting couple of years, we have endured unusual times for sure.  Most have been so busy that they have sacrificed themselves, their family and have not had a great balance in their life but that was so easy to do.  Here are a few tips to help you get your groove back and finish the year strong!

Take a moment and look through your Business Planning from last year - Yes, really look through it.  What goals did you set for yourself?  What new tools did you think you were going to add to your business or the pillars to your business... we know it has been a little crazy out there but as we head into Qtr 4, this review may help you get back into the right mindset.

Ask yourself these questions:

• What worked?
• What didn’t?
• What did I neglect that I shouldn’t have?
• What needs more of my attention?
• What new resources do I need?
• What new people do I need?
• What new routines do I need?

What is your Why? As we may need to actually start marketing again, remind yourself of your "Why"

• Who is your favorite "niche" to work with? (first time buyers, empty nesters, etc)
• Why do you love being in real estate?  (Flexible schedule ;-) )

Are you prepared for the shifting market?  

Do you have balance in your life?  Use this shift to be ok with having a long weekend for yourself, your family... to disconnect.  Find an agent at your office that can cover you and visa versa! 

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As real estate pros, a lot is going through our minds. We're always concerned about our buyers, sellers, marketing, leads, and, of course, our families. But, one of the most important things we should consider is our safety. September is Realtor Safety Month. So, we wanted to give you a few reminders on how to be safe while doing what we love.

1. Have a Partner - Most of our business is done solo. But when possible, work with a partner. Have someone else with you at Open Houses or showings. Meet new clients in your office or at a coffee shop.
2. Be Aware - Be alert and aware of your situation and your surroundings. If something feels off, trust your feeling and get out of the problem. It's just not worth it.
3. Take a Self-Defense Class - Taking a self-defense class could be a huge safety tool in your arsenal. So take self-defense courses and practice them to have muscle memory and be ready to protect yourself if necessary.
4. Use Safety Apps - There are numerous apps designed to keep you safe. Noonlight, Homesnap Pro, and PeopleSmart are just a few that you could download and use. Install them and use these apps if a situation comes up.
5. Ask for ID - Is your lead who they say they are? Don't be afraid to ask for identification when meeting clients for the first time. It's for your safety.

Top 5 Safety Action Items for REALTORS® from NAR 

1. Plan Your Safety Strategy
2. Tips and Best Practices
3. Training Videos
4. Personal Protection Resources
5. Take the REALTOR® Safety Pledge

Weekly Activity

Review NAR's Safety Resources, find a partner and set up your safety strategy

Words of Wisdom

Always be aware of your situation and surroundings

Stay Relevant - Find your opportunities!  Stay up to date with your local market conditions.  Housing prices have risen and your past clients have equity!  Use this as the perfect time to reach out, send CMA and let them know how much their home is now worth!  

Relationships! Real Estate is a relationship business!  Staying top of mind with your SOI is crucial for your referral business!  Send note cards, value worthy emails, personal videos, snail mail... keep in touch with your Sphere!!!

Stop being a Secret Agent!  Build that online presence.  We know this is something we mention A LOT but it is because it blows our mind how many agents don't have anything in their personal online profiles!  Make sure you have that you are a REALTOR, have your website and other social links listed in every single profile you have!  Stop making it so hard for people to find you! Use social to keep in touch after the close.  Take 10 minutes daily to comment on social posts.

Some Additional Tips:

• Get a current list all in ONE place!  Add notes & personal details to your contacts! Maybe take it one step further and categorize your list.
• Be genuine with your approach, reach out the way you normally would
• Plan tasks ahead of time and do it! (What gets scheduled, gets done)
• Do some memory jogger exercises to grow your list!  But keep this list at a manageable size, Remember, your sphere are people that already know, like & trust you!
• Focus on giving value / learning vs selling
• Center your mission, vision & values - Remember your passion and it will flow easier!

Weekly Activity

Write five notes to amazing clients just to tell them thank you and that you are thinking of them.

Words of Wisdom

Too many of us are not living our dreams because we are living our fears. _ Les Brown

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Every agent is constantly searching for a means to stand out to generate more leads, command authority in their chosen niche and become relevant in the business. This whole struggle is what spawned the idea of real estate farming and smart farming.

1. Direct mailing or email

Since smart farming helps you focus on a specific area of choice, sending out direct mail and emails to your listings is easier considering the size. To be successful at this strategy, you must provide value with whatever content you’re pushing out. Subsequently, you can follow up with local daily advertisements, showing up at local events, or getting involved in your community.

2. Using predictive analytics to generate listings 

Knowing the best predictive analytics system that will provide you with satisfying results is the first step to take. Use a system that will consider and study past occurrences and provide you with the real-estate futuristic forecast in your farm.

3. Online ads

With over 246 million unique Google users in the United States, and 190 million people on Facebook, the internet spaces provide a massive reach for real estate agents. Through these platforms, you can reach out to your prospects via online advertisements.

In conclusion, smart farming is a marketing strategy that will make your farming efforts productive. It will boost your business and your prospects will know that you know what is best for them. You will be able to focus on true homebuyers and sellers.

Through smart farming, your real estate will march to the next level!

WEEKLY ACTIVITY

Reach out to those you haven’t seen in a long while and make a plan to reconnect.

WORDS OF WISDOM

Opportunities don't happen. You create them. ~Chris Grosser

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Let's talk about our clients. The market is moving so fast, and in some cases, it might just be too much for buyers and sellers, which leads them to change their minds about moving. Bad news for you. Here are a few tips from real estate coach Tom Ferry that might help you keep your buyers and sellers on track in an uncertain market.

1. Set Realistic Expectations

​You don't want to sound like doom and gloom, but you should set realistic expectations with your clients. Assure them that you'll help them every step of the way. If your buyers or sellers become hesitant, you can remind them about the conversation. And talk them "off the ledge." While calming nerves, you're also building trust.

2. Empathy Goes a Long Way

​You have to remember that your clients aren't in the business. They don't deal with the situations that you deal with daily. Have patience and understanding by putting yourself in their shoes. Share stories where you've helped other clients in similar situations. Your experience will ease any fear.

3. Take the Advantage with Numbers

You have access to a ton of data. These numbers are your proof of what’s really happening in the market! Use the numbers to your advantage. Let your buyers know that prices are likely going up if they wait. Sellers can understand that sale prices are high, and they'll get more for their homes.

Source: Click Here

WEEKLY ACTIVITY:

Action moves you forward. What action can you take this week to break loose from whatever is holding you back?

WORDS OF WISDOM:

The only person who is truly holding you back is you. No more excuses. It’s time to change. It’s time to live life at a new level. - Tony Robbins

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As you well know, there are a lot of questions and hesitancy surrounding the housing market right now. Interest rates and prices continue to rise, leading to a lot of questions and anxiety among your clients. One of the most popular questions you've probably had to answer is, "is the market going to crash?" I watched this webinar, and I thought I would share a few key points for you to remember to help keep your customers calm.

Proof Is In The Data

You're the pro. Use data to prove that it's a good time for real estate. Gather as much local market and national data as possible. Give your opinion based on timely data. Give your buyers confidence that inventory is moving in the right direction. Seeing the numbers will give your clients more confidence and less anxiety.

You're the Expert

Take the time to educate your clients on the facts. Teach them what's happening in the market and how it's different from 2008. For example, lending is more secure, and rather than having too many homes, there aren't enough. Talk to them about the advantages of buying now. Prices and interest rates are only going up, so they'll pay more down the road.

Have a Simple and Effective Message

​Using data is important, but when presenting it, be concise. Don't overwhelm your clients. Keep your message short and sweet. Use visuals to help get your point across. A simple message will leave buyers and sellers with fewer questions and more confidence.

Great Resource Webinar with Talk Points (KCM)

NAR Economist Outlook

WEEKLY ACTIVITY

This week, believe in yourself,  play to win, and be sure to intentionally cheer FOR members of your team at home and at work.

WORDS OF WISDOM: 

Relationships are at the heart of your wellbeing and happiness. Nurture them and they will nurture you.

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As real estate makes a shift so must our marketing.  If you have been in real estate long enough, you know that real estate is always changing and there is no crystal ball.  You also know that you have to constantly evolve, learn, make little shifts and not be afraid to try new things.  This will be especially important to those that have only been in real estate for 5 years.  You only know the good... the great and quite honestly, the crazy!  You have probably been so busy that you have never had to put a plan together to constantly stay in front of people.  
Education - We firmly believe in going to seminars, events, conferences, etc.  Three are more webinars than ever before which makes it cost effective to learn at your convenience. We believe there's always room for growth when it comes to our business and these classes often give a ton of value.  Even if you only get a couple nuggets to implement, it can really be a game changer for your real estate business!   For example, Heather has taken the SAME Video Bootcamp at least 4 times... but every time, she has grown and implemented just a couple ideas so each class she is at a different level and grabs new techniques to add!  It never feels like the same class because she is at a different place in her business and level of expertise!  

Networking - We personally love the in person events because as important as the education is, so is networking with your peers.  Not only does this help build your referral network, but this also helps you learn and grow from the best in the business!  How amazing is it to follow and create relationships with other top agents in different markets online but to meet in person and really be able to share what works for you / them.  These events are perfect for really growing those relationships and taking them online... offline.  We all do different things in our business, let's all help each other! 

New Marketing Opportunities - When the real estate market shifts, it rarely shifts all at once and all in the same direction.  In your business planning you probably have a lot of things you just haven't had time to implement or maybe after some classes you may want to add a little more to something you have been doing.  For example, maybe you are pretty consistent with sending our postcards to your farming areas... maybe it is time to add a QR code to those that go to a landing page to get some leads?  Maybe add a sign rider with a text code which will automatically send them the link to the property on your website?  You can do this with a QR code as well!  Maybe add a QR code to your real estate signs that go to your mobile app or linktree site which has all of the properties linked.  We are sure there are a lot of ways you can make a little tweak with what you are currently doing to take it up a notch!

Stop being a Secret Agent - We are probably a broken record when it comes to your online profiles and making sure they are up to date and have all of your information but it continues to blow our mind how many agents don't even have that they are an agent in their personal Facebook Profiles!  Make sure your Bio has that you are an agent, make sure you have your Business pages linked in that personal profile and make sure every profile has your website listed!  Make it as easy as possible for someone to find you!

Improve our relationships - Make sure you are utilizing your CRM and being consistent with reaching out to your sphere and your past clients!  Send monthly emails about the market, text them, engage with them on social... make sure you are doing something!!  Connect as a person, not as an agent!

Join Kerry & Heather on the Monday Morning Wake Up Call as we discuss 

This year (like the last 2) has been very interesting!  As we head back into a "normal" market, here are some strategies to add to your business to maintain that goal and finish out the year strong!

E-mail marketing - Are you sending consistent emails to your database?  Make sure these emails are providing value, local content is always great!  We would recommend at least once a month but some agents say weekly give them the best results if done correctly!

Check out this Tom Ferry Postcast for some ideas! 

Social Media - Be an educator on social media.  We feel you will get out of social what you actually put into it so if you have a third party posting "fluff" content and aren't getting tracking or engagement - Don't expect leads.  If you are posting engaging, informative posts, stories, reels, etc - You will see a huge difference in the way social media can really work for your business. 

Snail Mail - Are you sending out postcards or using EDDM to mail out to your farming area?  Be consistent and get the word out about what the real estate market is really doing!  We love using QR Codes for making it super easy to go to landing pages... whether it be Home Value landing page . Seller-Buyer Guide or a Market Report for the area you are sending the mailer!  

Mind & Health - We have been running in circles for a long time, now is a great time to focus on yourself with your mind & body!  Do some meditation!  Get back into a workout routine, read that book, take a walk and listen to your favorite podcast!  Don't forget to eat healthier too, this makes a huge difference in how you will feel daily.

WEEKLY ACTIVITY:

Reach out to at least ten people with messages or even tokens of your appreciation. 

Make Someone’s Day!

WORDS OF WISDOM

ATTRACT what you expect

REFLECT what you desire

BECOME what you respect

MIRROR what you admire

There is no denying the power of Social Media and the possible reach you can have.  We absolutely love how easily you can stay in from of your database as well as potential clients by being top of mind when it comes to real estate in your area!  Here are a few tips to make social media work for you!
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Are you running the day or letting the day run you?  Do you run your business like a 

business or are you letting your business run you?  As the market is finally making an adjustment to a "Normal" market, many agents that entered the business in the last 5 years may have been lucky to get the business and sales that have helped their business and not had the time to really focus on setting up a routine for their business.  

Here are 4 things we think every real estate agent should be doing daily to set themselves up for long term success.  

Work your CMS (Client Management System)

Hopefully you have a Client Management System, even if it is a simple spreadsheet.   Adding your sphere and past clients to your database can be crucial for your long term business.  After all, these people already know, like and trust you!  Spend 15 minutes a day to keep this up to date, add notes, maybe organize by A, B, C "lists".  Knowing who already recommends you and what communications you have had with everyone on your list could make a huge difference in your real estate business!

Send at least one personal note card daily (or 5 per week)

We love social media to be able to know what is going on in someone's life.  This also gives us a peak inside their personal life and ways that we can send a personal note card.  We think it is EXTREMELY tacky to throw your business card in these personal note cards but if you want it branded, you can easily have custom cards made that have your branding on it.  We still don't think this is necessary, but at least get those cards out and make sure to add this to your CRM.

Touch base with a past buyer and see how they are doing.  

Send a personal email, text or call to a past client to see how they are doing.  Maybe they were going to do some home improvements on the home and you can see how that project is going, if so, ask to see photos (they will love that you remembered this)!  Remember something about your conversations and use this as your reason for reaching out!  Make sure to note this conversation and set up a follow up in your CRM!  Maybe you could offer to do a CMA on their property so they can see how much equity they have earned since their purchase!

Take time for you and your family

Don't forget to disconnect and recharge yourself.  Even in busy times you have to keep that balance for yourself.  Take a Yoga class, go out to dinner with your loved one)s), go to the kids game and be "present".  Put the phone down for a couple hours.

WEEKLY ACTIVITY:

Plan four activities to recharge before the end of summer and do them!

WORDS OF WISDOM:

Your FUTURE  is CREATED by what you do TODAY, not tomorrow