Monday Morning Wake Up Call with Kerry & Heather

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Technology matters and using online tools and social media can help when you are connecting with younger buyers.

Here are 3 ways it can help you with clients…

Make it easy.

There are a lot of different apps or software out there that can help ease the buying and selling process for your clients. The easier it is for them to view documents, sign documents, view photos, accept a calendar invites, the better experience they will have and the more likely they will be to refer you to their family and friends. 

Go beyond regular email. 

To build trust and a relationship with your clients, consider adopting an email platform that offers video. By sending a personalized message to your clients versus a content heavy email, this makes it easier to connect and explain the reasoning for your Combine lead consolidation and response software with a video email platform to create personal messages for all your clients. Use the videos to wish clients a happy birthday, happy home anniversary, or to answer questions that take too long to type out.

Don’t forget to connect face-to-face. 

When you meet with clients one on one or attend events you can expand your reach and build relationships.

Have more tips?  We would love to hear them!

AGENT ACTION PLAN:

Do something to enjoy your life now, this week, with those you love and care about. Take a good look at your calendar and determine where you can block personal time.

WORDS OF WISDOM: 

Don't limit your challenges.  Challenge your limits.

Q3 Business Planning Checkup with Kerry & Heather

Whether you are just getting started in your real estate career or you have been in the business for a while, knowing how to attract your ideal client will make your business easier.  The easiest way to do this is knowing your brand which is more than a logo or a look with your marketing, but by building a complete brand to attract your ideal client!  Here are some tips on doing this!

Who do you LOVE working with?  Think about your favorite transactions and what that represents to you.  How can you attract that business?  

1. Know who your clients/prospects are. Look back at your past sales to find out who you are currently attracting.  How are people finding you?  What messages are you putting out there for the world to see?

2. What are their pain points/ambitions/fears/desires?  You should be marketing to attract these attributes.

3. How can I help them get what they want?   What do you do in your business to help?

4. Who are you? What makes you unique, what are your interests, or hobbies.  What are your qualities? (People want to work with people they like and are just like them) 

5. What specialty skills or insights do I bring to the table?  Your knowledge, background, past experience will allow you to stand out.

6. What market do you serve? (How well do I know it/how well could I know it?)   Experience... make sure you have this in your presentations when attracting your ideal client.  It's a niche!

7. How will you bring all of this to market? Whether you have a page dedicated to this on your website, share it on social, include it in your newsletters, emails, etc.  How about a video series?  Take the top 5 questions and turn it into a vlog, then you can create a landing page, collecting information from those interested in your specialty leading them to a Top 5 Questions on XXX.

These are just a few ideas to get you thinking on your complete brand to help you attract the clients you love to work with!  Have tips?  We would love to hear them!

AGENT ACTION PLAN:

Start sharing home sales stats in your Newsletters to show potential sellers what trends are happening in your market.

WORDS OF WISDOM: 

Today only happens once.  Make it Amazing!

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Sometimes we are always fishing for new / potential leads that we forget to spend time focusing on referrals... here are some tips for Referral Success

• Consulting with clients on their plans when buying and or selling a property should always include inquiring where they are coming from and where they are going. 
• Make sure to emphasize that you have access to highly experienced and professional agents all over the world that would be happy to assist them with additional transactions and serve as local experts. 
• Explain that you will qualify any referred agent and stay in touch throughout the process to ensure that the best service is being provided. 
• Analyze your market and the businesses, universities and institutions within it. Forge relationships with key individuals who are transferring in and out and build your potential for future referrals. 
• Use the Global Referral Exchange (RESAAS) which is open to all agents, also if you have any designations, make sure to check out those referral portals! ALWAYS Call the agent candidates and interview them to ensure they meet the criteria and professional approaches that you feel best suits your client. 
• Attend REALTOR events such as NAR & State Conventions, team events, regional and industry events and build relationships. Use these relationships as a way to refer or locate qualified referral candidates. 
• Consider taking industry classes in other regions as a way to meet agents in new markets and forge brand new referral relationships. 
• Make sure you let your network know that you can assist them when they have any need relating to real estate. 
• Remember that as you assist clients with their needs you stand to prosper as well. Consider adding a signature to your email saying – “Please give me a call or email me if you know anyone who might want to buy or sell property ANYWHERE in THE WORLD. I’ll take excellent care of them OR I’ll find a top agent to help them in another part of the country or the world. Thank you in advance for your referrals.”

AGENT ACTION PLAN:

Be the reason someone smiles this week! Every day, on social media -- post a funny movie or series and challenge others to join in. Laughter really is an extraordinary connector.

WORDS OF WISDOM: 

Everybody laughs the same in every language because laughter is a universal connection.

Watch Kerry & Heather LIVE

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To ensure you are consistently growing their business you need to get out of your comfort

zone and build beyond their existing sphere of influence.

Reaching out to people who are in obvious need of help selling their home removes the first objection of “how do I know what to say”.

• By adopting a “helping” attitude in your language and mindset you can develop and use dialogues and inquiring questions that allow the prospect a window of opportunity to connect to their original why while keeping the focus away from the transaction or sale.
• In any conversation it is important that you begin the conversation by confirming they are speaking with the decision maker or “the homeowner”.
• Use an opening dialogue that allows the person to focus on their needs and then reconnect to the time frames so the agent can uncover and learn more about their plans.
• As you uncover the owner’s challenges, you can slowly drip your value and the benefits of working with them into the discussion.
• Remember that the goal is to set a meeting. When asking for the meeting make sure to offer more than one time to meet so they feel they are in control and can’t simply say no. This “double close” allows them to pick the time to meet and positions the agent as already working with them.
• In conversation it is important that you set expectations up front. Not wanting to repeat the prospects initial poor experience you should set out from the beginning that a Win-Win is the only way you will work with the client.
• Once you have confirmed a prospect's desire to see you should outline the benefits of pricing properly and assured them that their goal is to “sell quickly” for the best possible price.
• To ensure you are comfortable and prepared you should develop and find scripts you can practice with fellow agents until the dialogues become natural sounding.
• To maintain consistency and ensure this becomes an solid part of your business model make sure you institute a contact system that keeps prospects continually engaged and thinking of you when it comes to selling homes.

WEEKLY ACTION PLAN:

Plan something special for the dads in your life and reach out to at least five dads in your sphere to wish them a happy week!

WORDS OF WISDOM:

A warm smile is the universal language of kindness.

Join Kerry & Heather for our Monday Morning Wake Up Call

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When you decide to get involved with your community make sure your intent and purpose is a true and serving one.

• Begin by joining and volunteering with civic organizations like the Chamber of Commerce, athletic leagues, libraries or arts organizations.
• Make sure you show up prepared to contribute and take on tasks that offer support and show your dedication.
• Develop relationships before you offer your professional assistance.
• Follow your passion and share it with your community. If you are interested in civic challenges, consider creating videos or newsletters to assist the community in understanding the cause.
• To extend your reach and target the messages to the right audience purchase targeted ad campaigns on Facebook. This will ensure the right people have access to your valuable content and become aware of who you are.
• Extend your reach by supporting other local causes such as high school musicals, local sports teams or fundraising efforts.

The results of serving your community are many. It feels good to contribute and to give back. The opportunity to meet new people that might need your real estate services is just an added bonus.

We would love to know what you do in your community!

Weekly Activity

This week, write a note or send a card to at least five past clients letting them know you are thinking about them.

Words of Wisdom

No matter how you feel, Get Up, Dress Up, Show up, and Never Give Up!

Your Connections can lead to massive Referrals!  It is also a great way to build up your client database through common interests.  Here are some ideas to start making those connections!

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5.17.21 - S2 Ep 18
Guiding Your Seller in Accepting the Right Offer

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1. Yoga, exercise, prayer, or meditation are all great ways to take your attention off of what is happening and focus on simply nothing for a period of time. No matter how long it takes, just keep trying to block out everything and give yourself a moment of peace. If yoga is not your thing, try escaping to a place surrounded by nature and do breathing exercises. Focus on your breathing, in and out. Sometimes it’s only a minute until you start thinking of everything that is happening. That’s OK, just start again. The goal is to divert your attention for a while to let you mind and your body relax.  You could even take your pup for a walk, they would love that and if you happen to chat with your neighbor about the crazy real estate market, you can call it prospecting!  Win-Win!
2. Play some Music, keep music playing while you are working or at your computer. If it is your favorite music, you will find yourself singing or focused on the music, which is a fun diversion.
3. Start reading a very engaging book. Focus on the characters and the plot. Anything that diverts your attention during stressful times will help keep you calm and relaxed.
4. Take a break to Recharge.  Whether it’s only 10 minutes or an hour, take a break, spend some time with your family and find time to put the phone away for a few minutes daily.  We are in a crazy market where we are spread thin with everyone needing our attention but it is important to make sure we are including ourselves and family for a little recharge.
5. Time Management & Business Planning Review.  This is a great exercise if you are a time blocking person, Take an hour this week to review your Business Plan and maybe shift things around or find things that inspire you and do those sooner rather than later.  Time blocking for these exercises are also important for running  smooth business.

Weekly Activity

There are days when things seem amiss. Remember, when life hands you lemons (get the tequila and salt), be creative and focus on becoming the best version of yourself.

Words of Wisdom

It's not the load that breaks you down, it's the way you carry it. - Lou Holtz

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Would you hire you? 

Here are 5 ways to build trust and rapport with buyers…

Make sure you serve the client not the transaction.

Do your best to represent your client and negotiate aggressively on their behalf to secure the best terms. Make sure you take the time to explain all their options, so they know you have their best interest in mind.

 Go beyond the purchase and offer to help with all things house related.

The key is to become a resource for questions on the needs associated with owning a home. The more value you add the better the chances they will think of you first. 

Create a plan and include them in it.

Let them know what to expect by going over an action plan. To get started, have your clients fill out a questionnaire and then review it with them. You can even give them a checklist that explains the specific steps in the process. 

 Represent their needs when you are showing properties.

They should count on you to find the house that fits their needs.

 Make sure you are there long after the closing.

Keep the support flowing so you can continue to be top-of-mind when they are speaking with others about how great you are.

Weekly Activity

When faced with stressful situations this week, find your happy place and focus on nothing or engage in something that requires your attention.

Words of Wisdom

Our thoughts become our words, our words become our actions, our actions become our character, our character becomes our destiny. - Gandhi

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