The market shift and economic conditions have created quite a change in real estate supply and demand. Week by week buyers are gaining the upper hand and sellers are being forced to utilize different strategies (or maybe for the first time in awhile, a strategy at all) in order to get their home sold. The biggest issue at hand both slowing down the buyer demand and taking away the seller’s upper hand continues to be interest rates. Higher rates drastically affect monthly payment. In order to achieve the same payment with a higher rate the purchase price would need to…

The secret to getting referrals NOW is simple – ask for referrals when they are most likely to hear of others looking to buy or sell. RAS: Reticular Activating System – the idea that you are most likely to hear about or come in contact with people in a similar boat as you. For example, let’s say you are engaged to be married. Without a doubt as you go through each day (looking at that sparkly ring on your hand, searching out the perfect venue and flower arrangements) you start seeing ads for rings, wedding venues, honeymoon destinations, and all else…

As the market changes, doubling down will be needed in order to maintain a consistent business. What does “doubling down” mean? It means pushing prospecting and follow up to the forefront of your schedule, making time to make the calls, and then adding in more time if necessary till you hit your goals. It means studying the market and becoming an expert on what is going on BEFORE you meet with a client. Coming up with a game plan of presenting market data, explaining what that means for your particular client’s situation and setting up a plan for them to…

Most markets around the country are experiencing a big change in real estate. But just how big of a change is it? And how do you communicate that to your leads, database, and clients so they understand exactly what we are dealing with? As an agent it’s simple – look at your market numbers today and compare them to the past market. Then explain it! Below is a touch (just swap out the numbers & chart with your markets specific stats) to send to your database AND take key pieces of it to have real conversations with buyers and sellers…

While we hope you are systematically and consistently staying in touch with your database (sphere, past clients, current clients and leads), what to send or say can sometimes feel challenging. Well, we did the hard work for you! Simply switch out the info below with your local stats/information and you have a message that will immediately attract listings to you. As you start to hear in the media that home sales are slowing, keep in mind that doesn’t mean you’ve lost all the equity you’ve built through years of owning. Houses are still selling! And sellers are still making a ton of…

We work so hard for our clients – but is that hard work focused on providing them with the best real estate experience and expertise for them? Or, do we wind up emotionally involved in transactions and stressing over every turn? Our friend, Chris Heller, asks the question “are you attached to the outcome or committed to the outcome?” When you are attached to the outcome, you are simply not providing your clients with the logical real estate expertise they need and deserve. Instead, focus on being committed to the outcome. Be committed to providing your client with the expertise…

Is your market changing? Is the answer to that question a little more complicated than a simple yes or no? What we are hearing, seeing and experiencing in most cities around the country is what can best be described as “A Tale of Two Markets.” Market #1: Great homes, priced well are still getting multiple offers and selling far above list price. The market is still hot – buyers are still competing and sellers are still getting those above list, great terms offers! Market #2: Home seems good, priced within reason but does not get multiple offers, does not sell…

In this day and age the expectations from a consumer, in any industry, is simply the “easy button.” So how in real estate can we be the “easy button” to secure more great clients? What does the “easy button” mean? Amazon and Uber are perfect examples. Simple clicks, fast responses and a no nonsense approach. Uber: They don’t call you and ask a bunch of questions about you, your friends that will be in the car, etc. They just show up and take you where you want to go. Amazon: You find the item, click “buy now” and it shows…

Relationship building and understanding a client’s motivation are large components in business. For the last couple years, between COVID with social distancing and a hot market where you’d meet a new buyer and have them in contract the same day, relationship building and understanding a client’s motivation may not have been as understood and consistent as it should be. As things change and buyers are beginning to slow down their buying process as they second guess interest rates and competitive situations, and sellers aren’t receiving offers the moment they hit the market, it’s time to bring back that practice of…

Most areas are seeing an even more competitive buyers market than ever before. This means not only multiple offers but multiple really great offers, sometimes cash offers, and securing a house for your client can be tougher than ever. Here are a few areas to focus in on to give your buyers a leg up against the competition: Price: It’s the obvious one isn’t it – but find out, track and research how high over list price homes are going for in multiple offer situations. Is offering $25k over list price giving your clients a shot – or realistically are homes…

Do you have a listing that recently received multiple offers? If you did, GREAT! Listings are gold in today’s market. On the flip side, and maybe pertains to more of you, have you recently represented a buyer who wrote an offer on a house and was beat out due to multiple offers? Yep .. happens often! This script works both ways to get you MORE LISTINGS!!!! Why? Because you are valid. Here’s what to do – remember just adapt based on whether it is your listing or your buyer.   Lose in a multiple offer situation 😢 Make 50 copies of…

We had an amazing Icon Interview with Ryan Lee! Top Takeaways Are you a we or me person? Do we meet YOUR mission as much as you meet OURS? What is Goal Stacking? A great goal is like a rubber band. You have to stretch a little bit. You are never weak by asking for help. Hear more about these and what Ryan means by watching the interview below

The number one question we get asked:  When and how often should I follow up with a lead? If only there were a simple answer… but there isn’t. Follow up timing is based on MANY things. Real estate IQ. This is simply using your best judgement, experience and real estate common sense to come up with what to do. For instance, if they are looking to buy/sell in the next month or two – follow up daily to get that appointment and cement that relationship. If they are looking to buy/sell next year – monthly would be best until you either approach the…

It’s time for some ABC’s  Below are RCC’s definitions of A, B and C clients. A- Clients take your advice (make strong competitive offers as buyers, price well as sellers. ) B- Clients mantra is if it’s meant to be (They stay comfortable and just want to see what happens) C- Plain and simple – they aren’t motivated. Now for the ABCD’s of your pitch! I know, I know – so many ABC’s to keep track of. These are good though! This is the outline of every conversation with a lead to advance them to the next level with you and determine their motivation – you know,…

Did you know that only 30% of your business comes from lead generation alone? So, how do we get that other 70% of our business??

As agents – let’s give our consumers the “easy button”

The Pink Sheet! Let’s talk about pre-qualification sheets … There are 2 types of realtors – those that go through a needs analysis questionnaire before meeting with a new client and those that go through it at the appointment. Actually there is a 3rd type – those who don’t have any appointments .. but that’s another conversation entirely. Why to pre-qualify BEFORE the appointment: Find out a sellers motivation. Are they a “2” on a scale of 1-10 and you should adjust your expectations for the appointment (or cancel). Or, are they a 10 out of 10 and interviewing multiple…

Are you ever on the phone with a prospect, but just can’t quite get them to say yes to the appointment and allow you to come over? Of course you add them to your database and continue following up. But, what if you did a mini CMA?

FSBOs are an important and successful leg of my business and they can be the same for yours with consistency and a solid game plan. Here are 3 Keys to Success: **Know Your Stats** * 25% of FSBOs will list with an agent in the first 7 days of hitting market. Reality is- it only takes a few minutes for a FSBO to “hit the market” on Zillow, craigslist, etc.. and it’s really not hard. However, many realize quickly that they really need a professional. Think about a home improvement project you have personally started- only to recognize the next…

Our efforts in the days to come will directly impact our close out of 2019 and of course set up of 2020. We have decided as a team to focus on our past clients/sphere of influence daily. We can and will chase FSBOs, Expireds, etc. and I see no need to do so without first re-engaging our sphere at the highest level. Strategies/scripts we are immediately incorporating: Learn to be an investor &/or 1031 exchange your current investment property seminar on 11/4. We are working with our local 1031 exchange company/title partners/lenders to zero-base our cost for an offsite event…

Tired of No-Shows, Unmotivated or Unqualified Buyers? Of the appointments you schedule, do you know how many you actually keep? And of those that you keep, how many do you convert to actual business? (If you don’t know these stats, you should- and that’s for another week…) Here are 3 EASY Steps to Set Up Each Buyer Appointment For Success! 1.PREQUALIFY! We relentlessly pre-qualify every single buyer and listing appointment…. ALWAYS. It goes like this— Through the course of the conversation (typically a phone call or email/ text exchange) we are asking very pointed questions to learn more about the…

Wait, what? That’s crazy.. is it? We all have exactly 132 days left in 2019- that may seem like a lot however the reality is our daily activities, schedule and habits NOW are what will set up and shape our 2020. So often agents set their yearly goals at the actual start of the year—too late! By the time you get into action, the results really don’t show up for about 90 days- you’re already into the second quarter and likely behind goal! Start your new year NOW! A Harvard Business School study found that only 3% of graduates had…