Monday Morning Wake Up Call with Kerry & Heather

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Where are your leads currently coming from?  Based on last weeks live, you should have printed your deals from this year and know where each of those deals are coming from.  What tools & systems are you using that is providing you a positive return on investment, which ones aren't working at all.  Evaluate if they are or aren't working based on actually "working them"... more often then not we buy the shiny new object but forget to set aside the time to learn it, or work it to get the maximum results.  Sometimes systems and tools are better to bit off in bite size chunks which is why we love using our business calendar by the month versus as the year in whole.  If we say I want to implement "X system" in February and really dedicate the time to learn it and put it to use by March you may be ready to implement something new!  Use this week to really think about the systems and tools that you are paying for, think about the sources that you might want to double down on and tools that may not work for your business that you can cancel and save time / money.

Things to think about:

What systems & tools does your Brokerage or Franchise offer?  You may be surprised at what you already have at your fingertips!  Take the time and dive into these programs to save yourself some $$!

If your sources are mostly coming from X, what can you do for next year to double down on that source?

As you think about your systems and tools, start writing down ways to make improvements on what works, what you would like to implement so when it comes time for your business planning it will be a lot easier on you!

Website, CRM, Task Manager, Social Media, Online Presence, 

**Agent Action Plan**
Is it time for you to do an organizational checkup for your home and business as well? It’s been a busy year for many agents and often that means a lot of things get left undone. Take an hour this week to find out what is out of sync in your life then put a plan in place to get things organized.

Words of Wisdom

You will never be completely ready. Start from wherever you are.

(Progress, NOT perfection)

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As business planning is just around the corner it is time to start thinking about your 2022.

Information to Gather:  

• 2021 sales (and possibly 2020 if you want a further look)
• How many buyers and how many sellers
• Lead source of the sales
• Expenses  Business
• Expenses  Personal
• Goals for 2022 for vision board, what didn't you get to in 2021 that needs to carry over to 2022, what are your short term goals and long term goals

Weekly Activity
Spending time working on your strengths and weaknesses is time well spent. Are you prudent, kind, and just? Are you resilient and strong? Are you temperate? Are you honest? This week, spend time each day developing your character.


Words of Wisdom
“Character cannot be developed in ease and quiet. Only through experience of trial and suffering can the soul be strengthened, ambition inspired, and success achieved.” - Helen Keller

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Here are some tips to help:

• Business Partner, another agent, spouse, etc to help.
• Using a CRM to track your SOI, etc
• Deal Tracker to help you stay organized with your deals, maybe even a transaction coordinator to free up your time.
• Vision Board displayed somewhere you see daily
• Business Plan with monthly tasks to achieve.

WEEKLY AGENT ACTION PLAN:

Fall is the perfect time to walk your neighborhood farm. Consider taking a leave-behind such as door hangers, flyers or small tokens that will help make your visit memorable and let folks know that you are the neighborhood specialist to turn to when they have questions or real estate needs!

WEEKLY MOTIVATION:

Stay Positive.

Work Hard.

Make it happen! 

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How are you differentiating yourself from your competition or the other Realtors in your market?  What are your strengths?  What are you doing that is above the norm?  Are you using your strengths in your messaging in social, print, e-mails, videos?  

Here are some ideas to help you stand out:

• How’s the market? – Update on sales, prices, trends, etc.
• Professional Photos, before & After / Staging
• Your local neighborhood Sales / Results / News
• Give people a glimpse inside your process, after you just came out of an appointment, studying the MLS, etc.
• Around town – Featuring local businesses, events, what's coming, etc.
• Interviews with local figures – Politicians, school principals, etc.
• Listing videos – Home tours

Make sure you are constantly coming from a place of value and authenticity in your messaging and showcase your strengths for your business!

WEEKLY AGENT ACTION PLAN:

Make one change to your business to adapt to what is happening in your marketplace today.

WEEKLY MOTIVATION:

MINDSET.

The driving force in the quest for success and achievement.

We love some of the stats & ideas below and know that we are constantly talking about different ways to use your sphere, past clients and personal relationships for your business.

• Acquiring a new customer can cost five times more than retaining an existing customer. Increasing customer retention by 5% can increase profits from 25-95%. The success rate of selling to a customer you already have is 60-70%, while the success rate of selling to a new customer is 5-20%. 
• Building a network of trust can take time but is the most cost-effective way to create increased long term success. Communicating to clients that you will always do what is in their best interest is something you can execute immediately. 
• Trust can be shown in everyday activities, not only through years of a real estate career. 
• Building value means providing important, accurate information to your network. It can be through social media to a large volume of people or through face to face interaction. The more information you can provide, the better. 
• There are multiple ways to interact with clients now. Daily video messages, social media BombBomb… 
• ”It’s a contact sport.” That level of exposure gets your name and face out there so when people are ready to buy or sell, they remember your messaging. 
• Give value away through video. It helps the consumer feel like they are getting to know you so when they reach out, it’s as if a relationship has already been formed. 
• Be a resource to your clients for more than just real estate. While it may require more work, it builds that trust that keeps clients coming back in the long run.

WEEKLY AGENT ACTION PLAN:

Call five of your friends this week. Plan to get together and just catch up. Cultivate those relationships.

WEEKLY MOTIVATION:

Don’t make friends who are comfortable to be with. Make friends who will force you to level yourself up

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Blog Link & LIVE Video Here
Presenting Your Value - Whether is is stats of what you have done in your real estate career, transactions closed, knowing the particular marking (farm area), maybe it is designation and learning about the particular situation that the buyer or seller is in.  Do you have a "niche"?  What do YOU do that is different than everyone else?  Make sure these are in your presentations and talking points.  

WEEKLY AGENT ACTION PLAN:

This is the time to ramp up your business, ensuring a successful last quarter. Make one change to your business to adapt to what is happening in your marketplace today.

WEEKLY MOTIVATION:

Success is nothing more than a few simple disciplines, practiced every day. - Jim Rohn

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Watch the LIVE show & Read the Blog Here!

• Real Estate Agents connect buyers and sellers. A tight inventory market requires an agent to find sellers who are no longer on the market and use dialogues that reconnect them with the original reason they wanted to sell. 

• Researching expired listings, leveraging your community connections for word-of-mouth information, and scheduling daily conversations with people in the community is a powerful way to identify people who you can call. Remember the people you know are at the heart of the “on the street” knowledge you can gain and most of the time they will be happy to share their insights with you. The key is to ask! 

• Look to stand out with your farming efforts too. Consider mailing handwritten notes to explain the opportunity that you have buyers or that there is the possibility of achieving a good sales price. The handwritten note will stand out vs. overdone marketing pieces that push you. 

• To stay on task and ensuring you are generating inventory for your buyers set a goal to have 20 or more conversations with people each day. Whether it is a conversation at a swim meet or a phone call to touch base with a past client make sure everyone knows you are looking for homes for your buyers. 

• Knowing the demographic makeup of the neighborhood of your seller prospect is the next step in knowing when to schedule the listing meeting. This knowledge will ensure you are in the neighborhood at the right time to conduct your door knock. 

• If the neighborhood is younger and family-oriented weekdays and instead schedule the door knocking for a Saturday morning when the kids are up or an early summer evening. If it is a retirement community aim for afternoons on a weekday. Leveraging knowledge like will increase your chances for success and set you apart as an active and supportive agent. 

• When speaking with the seller prospect the key is to get them talking and reconnected to their why. Let them know you sent them a note in the past week and that you might be able to help them realize their plan to sell.

• When confronted with tight inventory concerns from any potential seller, remind them of how you work and how you came to identify them. Begin to consult them as you would any client and ask them to describe the home they are looking for telling them you will work to find it for them when you are speaking with other people in the community. 

• It is about connecting potential sellers with buyers. If you stay in conversation enough eventually the conversation will be about finding a match and getting their house on the market too.

WEEKLY AGENT ACTION PLAN::

Back to the phones. Talk to 25 people this week and send out at least one marketing piece to 200 or more people in your book of business database.

WEEKLY MOTIVATION:

“motivation IS WHAT GETS YOU STARTED. Habit is what keeps you going."

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How much effort are you putting into the “After the Sale”?  Into the people you enjoyed working with?  The ones who already know, like & trust you?  What if someone told you these people have a tag of $117k EACH? Would you put a little more effort into the post sale?  It is unique to you (and the cooperating agent) and the big companies aren’t invading that space.  You have the relationship!  It's up to you on what you will do with it after the sale! 

Think about the Experience of working with you!  What is this like during the process?  

Think of places you go that have “perks” to membership.  For example, I fly Allegiant all the time and having a simple CC allows me to automatically upgrade to Priority and I get a free drink flight!  It seems stupid simple right?

Here are some great takeaway ideas we hope you start implementing today!

Client Loyalty Program 

Simple Yearly Gift Cards - In your CRM, you should have notes from working with them.  What are their favorite places to dine?  Favorite wines?  Do they have pets and favorite groomers?  Make sure to write notes about the clients, this will be perfect for sending gift cards.  (We recommend having your database with people marked at different levels, for example, maybe some past clients have repeatedly referred you, they may go into a higher tier for a higher level gift).

Home Value Assessment - In this crazy market, you should be doing this right NOW!  Like sending 5 a week to your past clients until you have sent to everyone!  Do a quick CMA and a personal note and to let them know you are there if they have any questions on their property!

Pop Bys throughout the year - There is nothing new about the ever popular Pop Bys throughout the year!  Get creative and have fun with them!

WEEKLY AGENT ACTION PLAN::

Now is the time to start reaching out to your sphere of influence to see who has a real estate question or need. Talk to 25 people this week and send out one marketing piece to everyone in your book of business.

WEEKLY MOTIVATION:

“PUSH YOURSELF, because no one else is going to do it for you"

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We live in a market where Data is King!  The more you know your Numbers and Sources, the more predictable your business can be.  In our yearly Business Planning Event this is something we strongly go over because you should know where your marketing dollars are being allocated and how much Return on Investment (ROI) each of these sources are bringing back to you!  Of course a follow up plan to everything is going to be crucial for your success with anything you are doing as well!

Knowing that data is extremely comforting when you fear the rejection of making your phone calls, texts, emails, etc. Instead of seeing it as rejection, you’ll start to see it as “one call closer” to getting your desired result. 

So make sure to track and measure: 

• Goal appointments (and by when) 
• Actual appointments 
• Conversations 
• Call-to-appointment conversion rate 
• PPC Contact Conversion Rate
• PPC Closed time to close
• All Marketing Sources ROI
• Closed transactions  
• GCI/earnings

If you aren't doing this, make sure to check out our Business Planning Event "Elevate 2022" this November!  

WEEKLY AGENT ACTION PLAN::

Make sure you have something (software) or someone (a coach, partner, broker, manager, etc.) to hold you accountable to track and measure your numbers!

WEEKLY MOTIVATION:

Pearson’s Law says, “When performance is measured, performance improves. When performance is measured and reported back, the rate of improvement accelerates.”

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In all of our coaching and business planning sessions, one of the first things we will ask is what are your 10 lead generation sources?  We have seen over and over how top agents always have around 7-10 pillars to their business and we want to ensure our agents are setting them up for success.  Here are a few ideas for lead generation, these are not a one and done, these are things you should be doing consistently in your business so you are on the constant rise versus having peaks and valleys in your business.  

As Tom Ferry Says, the more fishing lines you have in the water, the greater chances of catching a fish.  

We love that quote because it goes with our office philosophy of "Give a man a fish and you feed him for a day.  TEACH him how to fish and you feed him for his lifetime"!

SOME LEAD SOURCES TO CONSIDER...

• Geographic farming/Direct mail 
• Digital advertising 
• Open Houses/Virtual Open Houses 
• Expireds 
• FSBOs 
• Investors 
• Builders
• Prospecting around recent sales 
• Outdoor advertising (billboards, bus benches, etc. in your market) 
• TV and/or Radio 
• Community Events 
• Agent-to-agent referrals 
• Zillow/Realtor/Trulia/Optcity/Homelight/Homesnap/, etc. 

There are many more but these are some great ideas to get you going!!!

AGENT ACTION PLAN:

Creating a list of trusted resources and promoting that list to your book of business is smart and showcases you as a resource.

WORDS OF WISDOM: 

The business of business is relationships; the business of life is human connection. 

-Robin S. Sharma