This One Time in Real Estate...

Have you set realistic goals for 2024? If you have been making 50 calls a week and you set your goal for this year at 200 calls a week, is that realistic and sustainable? Don't set yourself up for failure before you even start. Building habits is the beginning of building consistency. First, you need to consistently commit to the activities. Once you’ve gotten a hang of that and built the habi...

If you don't think that your buyers are looking at homes priced at more than they're approved for, then you're wrong. With the way the current market is, you should be too (within reason). Not everything is selling right now with multiple offers and over asking. Are you looking out for your clients and keeping tabs on price adjustments? There may be a surprise opportunity for your buye...

You've probably heard from prospective clients that they want to wait to buy until interest rates come down. What are the cons of that strategy? More buyers will enter the market in the spring. Historically over the last few years, there has been an uptick in buyers but a decrease in inventory. This equates to a more competitive market. If you compound this normal ebb and flow of the market wi...

Relationships break down when there are unmet expectations. If you are frustrated with clients for not showing up to buyer consultations or showings, or you've been driving all over town for months and they've yet to write any offers, they might not be the problem. You need to do a better job of setting expectations. Look at the patterns in your daily frustrations and then take a hard look...

We are all human. We all have fears of rejection in some form or another. This ultimately boils down to your ego / sense of self-preservation. Either let the ego lead or tame the ego and open yourself up to the possibilities. If you let your fears hold you back then you're guaranteed to not reach your full potential. Sometimes overcoming the fear of rejection boils down to your perspective. If...

Sarah's daughter requested a Stanley cup for Christmas. She could not find the color or right design anywhere, so she turned to social media. Responses poured in suggesting where to look and she started getting texts from people in stores offering to buy the right one. It was shocking how far this one post spread. We all have a village around us ready to jump in. Don't forget that and don&...

Story time. Our team operates an office out of a co-working space. We own the building but we don't need that much space. Early on people would come in and inquire about purchasing a physical mailing address. Not renting office space there, but just getting an address. At the beginning, Mark was not interested but after the 5th inquiry, he realized maybe there was something to it. Today, there...

We recently had an agent submit an offer and receive a counteroffer. This led to a false sense of confidence and the agent thought it was a done deal. However, before their clients signed the counteroffer, the seller then received another offer. Luckily it worked out in the end, but that home very well could have gone to another buy due to a lack of urgency. It might seem obvious, but this "t...

Objections are essentially a buyer's pain. To become the advisor that they need, you have to be able to fully understand their pain first. Where is their mindset or viewpoint coming from? You cannot add value to them without knowing where they are at first. Until they know you care, they don't care how much you know. If you look at objections as a gift, they will actually help you to serve...

Committing to time blocking allows you to ensure you are harmonizing your time between family, life, and work. Sticking to these time blocks religiously eliminates work from bleeding into your personal time and vice versa. Start by auditing and inspecting your time. Where is your time currently going? Then look at where you are most needed, when, and by whom. Fill those blocks in first. Then build...

T.I.M.E. - That Is My Excuse. "I couldn't work out because I didn't have time." "I didn't get my prospecting calls done because I didn't have time." We are all human and we all waste time. Additionally, we all need downtime to reset. But you also owe it to yourself for that to be maximized and used efficiently. Are you auditing your time and inefficiencies? If y...

Special guest Angela Nixon is with us this week. Angela has been an agent for almost 1 year, with 16 under contract or closed. She came from a retail background where they concentrated on relationships instead of sales. This should be how you view your real estate business as well. A prospective client can buy a home from any agent, but you want that lasting connection so that anytime in the futur...

There are a few basic components we focus on when training our agents. The first is previewing. How many homes are you previewing a week? It's probably not enough. Market knowledge is one of the most important tools to becoming a successful agent. Second, is CMAs. There is so much information to be gained in the MLS and learning how to leverage that information is vital. The third layer of bas...

How do you eat an elephant? One bite at a time. If you have a large goal or if there is something you need to accomplish that seems too daunting, just take things one small step at a time. Incrementally make changes to your daily schedule or life so you can accomplish that task over time. Credit card debt is a good example. First, put together a spreadsheet of all the cards you have and the outsta...

Anyone can show up or do something one time or a few times, but conscious effort and commitment are required to keep going consistently. Business are built and leaders are proven over time not overnight. It can be hard to stick with things when you aren't seeing immediate results, but you're in it for the long game. Think of it in terms of leads. These days, it takes an average of 27 touch...

When you talk with a prospective client, you can look at them in 2 ways: Either that every lead is ready, willing, and able, OR that they're not ready, willing, and able. Having the mindset that they're not a qualified client is a self-preservation tactic. You won't be disappointed when an unpromising lead is actually unpromising. However, you're setting yourself up for failure. Yo...

This is the easiest time of year to show gratitude to your clients. Do something for them without expecting anything in return. Our team does a large Pie Day just before Thanksgiving and we give away around 1,200 pies every year. All our agents are around and it's such a valuable time to reconnect with clients, check in with their families, and see how they're doing since their move. At th...

The Fall is a challenging time in real estate. Statistically every year, there are 50% less agents active in the market by Thanksgiving. Looking ahead to this year those numbers may be even higher due to the down market. Other agents exiting the market is an opportunity for you to double down and fill that void. Less competition and increased activity on your end will equate to higher conversions....

Consistently doing something leads to it becoming a habit. Identify those things in your life that you need to start doing and see if you can stack them together to be twice as productive. For example, a year ago Sarah came to the realization that she just wasn't getting enough physical activity. Life had become too busy and it was on the back burner. She also realized that she didn't have...

We set a high bar for ourselves as real estate advisors. When you're recommending industry liaisons to help your client with a sale, whether it's a lender, contractor, home inspector, or other, align yourself with an industry expert. Not every industry partnership is going to go smoothly, but you owe it to your client to do your due diligence and vet out industry contacts that will best se...

Not every day is amazing. However, you can control your mindset when you wake up and start the day. You can't control how someone else acts, but you can control how you react. Specifically relating to real estate, the biggest uncontrollable right now is interest rates. We can only control how we respond to the increase or decrease in rates. We can control scripts, dialogues, educating our clie...

There is no better way to build wealth than by the compounding theory of starting small and starting young. Too many people look at big net worths and don't see the incremental wealth and how they got there. Most people do not have a windfall of wealth like winning the lottery. For the most part, everyone started somewhere. You may not see results for some time but consistent investing weekly...

A rental portfolio gives you a lot of flexibility. You can use investment properties as a way to pass down wealth generationally, as a secondary source of income for your lifestyle now, as a financial resource for when you retire, the list goes on. Sarah began investing in real estate in 2017 and today, has 2 rental properties. For her family, they are using these properties as investments for the...

When you wake up you determine what type of day it's going to be. There's going to be things that get in your way, but how you react to those things determines your day. People take cues off of your energy. If you bring the energy and positivity to your interactions with clients, then the outcome of those conversations will be more positive. Some people thrive off of routine. If you stick...

We need to let losses go FASTER. Don't let them compound mentally. We tend to quickly release the wins and focus more on the negatives. Stay on the upswing mentally and you'll stay on a positive path and have greater success.