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Increase Client Engagement

In today’s digital age, real estate agents are constantly seeking innovative ways to stand out in a competitive market and connect with clients effectively. One powerful tool that has emerged as a game-changer in the industry is short-form videos. Whether it’s following up with clients, leveraging social media platforms, or making initial introductions to prospective clients, incorporating short-form videos into your business strategy can have a profound impact. According to Forbes, people retain 95% of a message when they watch it on video compared to only 10% when reading it in text. Let’s delve deeper into how you can harness the power…

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First Impressions

The first impression you make on potential buyers and sellers can significantly impact your success. As professionals in this industry, it’s crucial to understand the importance of these initial interactions and how they can shape your relationships with clients. Buyers and sellers are not only looking for someone who is knowledgeable and reliable but also for someone they can trust and feel comfortable working with. They are entrusting you with one of the most significant transactions of their lives, and your first impression sets the tone for the entire process. Here are some key points to consider when it comes…

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Navigate 2 Types of Sellers

Agents, guide your buyers to understand these 2 types of sellers… Seller #1 lists their home, receives few showings, no offers and refuses to reduce price. Seller #2 lists their home, and makes immediate and consistent adjustments to price and condition in order to attract an offer and sell. Seller #1 represents a challenge. This seller has listed their home but is resistant to adjusting the price despite receiving limited interest. Advising buyers on such listings involves managing expectations – the seller may eventually accept a lower offer, but it’s a risky strategy since they would have already just lowered their price to attract more…

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Measuring Success

A crucial aspect of being a real estate professional is tracking progress and overall metrics. Are you actively monitoring your performance metrics, and are you updating your CRM (Customer Relationship Management) system on a daily basis? It becomes increasingly essential to adopt strategies that empower us to measure, understand, and ultimately control our progress as real estate agents. If you can’t measure something, you can’t understand it. If you can’t understand it, you can’t control it. If you can’t control it, you can’t improve it. Examples of tracking tools: – Pipeline – CRM – Calendar – Notes/reminder platforms of lead referral sources…

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Provide Options to Clients

When working with your clients, it is highly advantageous to provide them with a range of options accompanied by your expert advice, rather than dictating a course of action. Your role is to present OPTIONS, not prescribe specific decisions to your clients. Even if it seems apparent to you what the optimal choice might be, the ultimate decision rests with them. Your job is to equip them with various choices and guide them through the decision-making process. Adopting a client-centric approach is paramount for cultivating trust and positive relationships. As a real estate agent, your role transcends mere transactional interactions; it involves being…

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Share Your Wins

Sharing success stories as an agent is crucial for building credibility, trust, and differentiation, especially in a competitive market. These success stories provide tangible evidence of your competence, showcasing your expertise and ability to navigate challenges successfully. By connecting with clients on a personal level and offering social proof of positive outcomes, success stories inspire confidence in your services and facilitate the establishment of a positive client-agent relationship. Additionally, they serve as effective marketing tools, helping you stand out and attract new clients while contributing to your overall reputation. Ways to Share Success Stories: To maximize the impact of your success stories, consider various…

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Seize Success

As we stand on the brink of a new year, it’s crucial to envision the future we desire for ourselves and our careers. Let’s fast-forward to 90 days from now, April 4th, 2024, a date that marks not just another day but a checkpoint for our achievements and growth. Imagine looking back on today with a sense of fulfillment, knowing that you’ve invested your time wisely and strategically. The power of introspection lies in its ability to guide our priorities, prompting us to consider what we wish we had spent more time on. We’ve all heard the saying, “Time is the one…

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Close the Gaps

As we approach the cusp of 2024, it’s a perfect moment to reflect on the foundations of our businesses and pinpoint areas that could benefit from enhancement. These “gaps” are opportunities ripe for growth and improvement. Consider these “gaps” not as setbacks, but as gateways to a more efficient and prosperous business. These gaps might manifest as unclear processes causing stress or confusion, missing elements in your approach, or inefficiencies impacting client satisfaction or overall productivity. They encompass various aspects, including but not limited to: Scheduling/Time-blocking: Optimizing your time allocation for maximum productivity. Communication with Clients and/or Team Members: Ensuring clarity and coherence…

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Position Yourself for 2024

As the holiday season unfolds and many agents are winding down, there’s a unique opportunity for those who are truly committed to a successful new year. While others may be checking out mentally, now is the perfect time to seize the moment and lay the groundwork for a powerful start to 2024. As we approach the middle of December, people are focused on celebrating the holiday’s with their family, hosting friends and family, looking forward to the time off from work to catch up on to-do list items that have been sitting on their list for months. With all that…

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Discipline Isn’t About Perfection

Discipline is often misunderstood as the pursuit of perfection, when in reality, it’s more about consistency and resilience. Real estate is a dynamic and unpredictable field, and success rarely comes from flawlessness in every transaction and interaction. As we approach a new year, consider these simple ways to build relentless discipline: Harness Your Why: Like Nietzsche said, “A man who has a ‘why’, can bear almost any ‘how’.” Set Clear Goals: Set a long-term vision, annual, monthly, weekly and daily goals. Have a look at your goals everyday to remind yourself, why you are doing this. Take note of what’s working well…

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Nonverbal Communication

In the dynamic and fast-paced realm of real estate, agents often navigate a complex web of communication with clients. One critical aspect that can be overlooked is the wealth of nonverbal cues, especially in a landscape where initial interactions frequently occur over the phone before progressing to face-to-face meetings. Research indicating that 55-65% of communication is nonverbal underscores the importance of honing in on these cues for real estate agents. Being aware of this, not only gives you clarity on who you should spend your valuable time with, but can also help you uncover hidden concerns or preferences that may not be explicitly…

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Game of Inches

According to a recent national poll reported by Inman, “A record 84% of Americans polled by mortgage giant Fannie Mae in September thought it was a bad time to buy a home”. When it comes down to it, buyers are having a hard time seeing a light at the end of the tunnel. This underscores the heightened importance of building relationships with every potential buyer, and making the most of every opportunity, whether it involves buyers, sellers, or referrals. SO WHAT? In the past, a mere 3 calls might have secured an appointment, but now, it takes 6. While previously, showing 4…

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60 Days Left!

2024 is just around the corner, with only 60 days remaining. Every action you take in the next two months will profoundly shape your business’s trajectory in the coming year. To set your business up for a successful 2024, consider these key strategies: Embrace Responsibility: Taking responsibility means acknowledging that you have control over your outcomes. If your business hasn’t met the targets you set for the year, don’t blame external factors or circumstances. Instead, empower yourself to make the necessary adjustments. Recognize that you are the captain of your ship, and by steering it in the right direction, you can…

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Power of Thought

“The man who thinks he will win, and the man who thinks he will lose, are both right.” – Willem Meiners Similarly, the agent that thinks he/she will be successful and reach their goals, and the agent that has a pessimistic attitude and doesn’t think they will succeed, are both right….Our beliefs influence our behavior, which influences our results. When you believe in your ability to win or achieve a goal, you are more likely to work harder, persevere through challenges, and maintain an enthusiastic attitude. It underscores the following principles that are particularly relevant to agents like you: Self-Fulfilling Prophecy: The…

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Dialogues > Monologues

When making calls, whether its for follow-up, initial connection call, or just a casual conversation with a prospective client, are you creating a dialogue or a monologue? A monologue and a dialogue are two distinct forms of communication, and understanding the difference between them is extremely important in conversion and business overall. While one demonstrates a willingness to listen and understand, the other can come across as pushy or self-serving. Here’s the exact difference and why it matters: A monologue is a one-sided form of communication where a single person speaks while others listen. A dialogue is a two-way form of communication where two or more people engage in…

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Your Will to Win

Each one of us in our career attaches a price tag to our determination to succeed. At some juncture, be it during a period of triumph or when grappling with failure, we may decide to stop, alter our course, or even lose motivation entirely. Within the realm of your real estate business, you establish a figurative “goal” or a price tag, and once that objective is achieved or when you encounter a sufficient number of roadblocks, you may choose to bring your efforts to a close. This phenomenon is deeply rooted in human psychology — whether consciously or subconsciously, we determine the…

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Season of Change

Just like the year has its four seasons, the real estate world has its own ups and downs. What works for you in one market season might not fly in another. Most real estate agents figure this out the hard way – thinking that the same tasks all year round will produce the same outcome. However, your business has different seasons, and that means you’ve got to change up how you do things day-to-day – your tasks, your systems, and what you prioritize. What season are you in right now? What habits does that season require? If you’re currently struggling…

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Perfect Prep

You cannot control people, including your prospects. You cannot convince someone to want to work with you or buy/sell a home. BUT you CAN control how you show up. Here are a few things you CAN control when talking to/ meeting with your prospects: 1. First Impressions Matter: Your attitude can make or break your connection. Upon meeting you, clients and customers should have a positive experience right off the bat. Come to your meeting well-prepared, dressed professionally, tidy hair, and with a friendly smile on your face. 2. Show Up Early: Being early to an appointment is WAY better than being late. If you are meeting them…

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‘A’ Level Service

In an industry where client relationships are at the heart of our business, it’s crucial to make strategic decisions about where we invest our time and resources. One such decision revolves around how we allocate our top-tier services among our clients. Do not give A service to B and C clients! Here is a refresher on what A,B,C clients are. A: Takes your advice and have expressed a strong interest in a property or have a pressing need to buy or sell. B: “If it’s meant to be”, may need more nurturing before they are ready to commit. C: Not motivated but may still have potential value in the future.…

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Utilize Social Media

As a real estate agent in 2023, social media is essential because it can help establish a more personable and approachable online presence, which can lead to stronger connections with clients. When done correctly, your social media content will grab and retain the attention of past, present, and future clients, expand your reach (and your revenue!), and help brand you as the go-to agent in your market. Six tips to use social media to the fullest: Share Wins: Share your personal and professional achievements, both big and small. Did you beat out multiple offers for your clients to secure their dream home? SHARE…

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Adjust Your Game Plan

With less than 4 months remaining in 2023, the year is quickly drawing to a close. It’s time to check in and take a moment to reflect on the goals you set back in January of this year. Take stock of your progress thus far and begin crafting a strategic plan to ensure you achieve everything you aimed for before the arrival of 2024. Start by revisiting the goals you set at the beginning of the year. These goals could include metrics like the number of properties sold, income targets, lead generation goals, or professional development objectives. Evaluate how much progress you’ve made…

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What is Takes to Convert

How many times do you call or reach out to a lead before giving up due to their unresponsiveness? Do you take into account the possibility that they didn’t pick up or respond because it was a bad time, they’re busy working, or dealing with their day-to-day life?  And, how many times have you called a ton of old/unresponsive leads and heard “oh, no thank you we already bought a home”… Interesting Follow-Up Statistics: Did you know that when an agent calls a lead 6 times in 6 days they will get a pick-up or a call back 90% of the time by that 6th call? Most…

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Re-engage Old Leads with Gold Bars

When it comes to reviving old or seemingly dormant leads, RCC encourages a strategy that consistently results in re-engagement: offering “gold bars”. This method involves offering a valuable piece of information or insight about the market that has the potential to capture the attention and reignite the interest of these previously inactive leads.  GOLD BAR Example Price Reductions: “Hi ___, I know it has been awhile since we last spoke. I was just reviewing Portland’s market stats this morning and what I found is unbelievable… [Insert City] home sellers had xx price reductions last week alone- that is a __% INCREASE…

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Reviews

According to realtor.com, 97% of people read reviews before deciding to work with an agent. Therefore, getting reviews from your clients is crucial to securing more business. Here are a few ways to get more reviews: Provide exceptional service: The obvious way to receive positive reviewsis by providing excellent service to your clients. However, if you go above and beyond to meet their needs, be responsive, and deliver results, theclient will correlate their ‘win’ to your services. In other words, if you provide exceptional service, your clients will attribute their success to you and be more inclined to write a positive review. Ideally,…

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Impactful Text Messages

In today’s fast-paced world, real estate professionals must use methods relevant to today’s society to connect with clients effectively. Phone calls to clients are great, but it is a 50/50 chance they will answer. Texting is a powerful tool for real estate agents, allowing personal and immediate communication, allowing for clients to respond when they have a moment. Crafting the right text message/ follow-up scripts is crucial for maximizing this strategy’s impact. Best Practices for Successful Text Message Follow Ups: Personalization: Customize your text messages with the client’s name and specific details related to their inquiries or preferences. Value Proposition: Offer…

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Be Prepared for Each & Every Day

As a professional real estate agent, ensuring you are always prepared for each day is crucial to maintaining a successful and productive business. Here are some tips to help you stay on top of your game: 1. Organize Your Tasks: Start each day by creating a detailed to-do list. Prioritize tasks such as client meetings, property showings, paperwork, and follow-ups. Having a clear plan will keep you focused and efficient. 2. Review Your Schedule: Check your calendar for any upcoming property viewings, client consultations, or important deadlines. This will prevent you from double-booking or missing critical appointments. 3. Set Goals: Define specific targets for…

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The Power of Sustained Effort

Most people overestimate what they can do in one year and underestimate what they can do in five years. Many agents set ambitious goals and have a strong desire to achieve significant results within a year, such as transacting xx amount of homes per year, or growing their database by the hundreds. However, the reality is that meaningful progress often takes time and consistent effort. Unrealistic expectations for what can be accomplished in a single year may lead to disappointment and frustration if those goals are not met. On the other hand, agents often underestimate the potential of consistent action over a…

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Are They Really An “A” Client?

Reality Check: Are the clients you are working with REALLY ‘A’ clients or do you just really need them to be? Determining this will only help you, not hurt you. There are ‘A’ clients in every market, you just might be spending all of your time with actual ‘Bs’ and ‘Cs’. Here are a few characteristics that can help identify an “A” client: Takes your advice: They are serious and motivated to transact. They are willing to step up (within their capabilities) to compete and win in multiple offers. As sellers, they listen to your pricing strategy and choose to follow your advice. Although they may not always…

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No Lead Left Behind

The ideology of “No Lead Left Behind” is a fundamental principle in the industry that emphasizes the importance of not disregarding any potential leads. It recognizes that every lead, regardless of their current readiness to transact, deserves attention and nurturing. For new agents, it can be challenging to comprehend that many leads they encounter may not be immediately ready to buy or sell a property. Some leads may require months or even years of engagement before they make a decision. It is inevitable that these leads will likely engage with multiple agents during that time. While the real estate industry emphasizes the…

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Adjusting is Crucial

Is the market changing? YES. But are buyers still buying and sellers still selling? YES. In order to maintain a consistent and successful business in this market, agents will need to adjust their work ethic and double down. What does adjusting to the market look like? 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. In a shifting market where sellers used to see their neighbor sell in 3 days with 10 offers for $100k over asking all…

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