The first time you turn down business is simultaneously terrifying and empowering.
Terrifying because as entrepreneurs, we instinctively understand that generating leads is our primary job. We see evidence all around us of agents who suffer from a lack of consistent leads and walking away from even one can seem downright reckless.
Empowering because once our business is steady and consistent, we know we've reached the point where we're ready to choose. Choose the kind of clientwe want. Choose the area we desire to serve. Choose the type of housing we enjoy selling. Choose to focus so we succeed at a higher level.
I imagine some of you reading this are thinking: NO WAY! I'd never turn down a good lead. That would be okay because you have to reach a certain level of consistency before even considering passing up any lead.
Others are probably thinking: I totally remember my first time!
So, in whichever group you fall, today's lesson will inspire you....
When a house isn't selling as fast as the seller wants, they often ask listing agents to spend more money on advertising. And if the seller is under pressure they can be down right demanding!
That triggers calls to me. "Jasen, can you help me come up with ways to advertise this house so it sells faster?!"
Creative advertising in general? I'm all in!
Advertising to sell the house? Absolutely not!
That's because advertising doesn't sell houses. Houses sell houses.
If you're going to spend any of your hard-earned money on advertising, I think you should understand why.
When I got my license in the early 1990s, people were thrilled when a listing sold within 90 days. Now, because we've been in a strong seller's market for so long, I've seen people panic when offers haven't been submitted within the first 90 minutes! How's that for perspective?
So here's the tricky part about real estate advertising: homeowners will always think you are running ad campaigns specifically to...
"If you love what you do you never need to take a vacation."
Whoever first said that owes us an explanation! I love what I do and still, about every three months or so, I feel the need to escape my routine and get far away from my business and daily life.
Have you ever wanted to take a vacation but held back for fear of missing out on business? Odds are you just nodded yes, which only makes you normal. Certainly no one is accruing vacation days from their broker so any who wants a break of any kind will have to figure it out for themselves.
We are our own boss and we control our own schedule, right? My message in this weeks video explains a twist on the traditional vacation that supports the unique life of an entrepreneur and I'd love to hear what you think. Watch the video then leave a comment with your thoughts!
Picture this: You spend all day working with a buyer and just when you decide you've got the pickiest clients ever, they walk into a home and quickly give you that look. You know, the "this is the one, write it up" look!
So you pile in the car and head back to the office. On the way back you call the listing agent and tell her you'll be writing up an offer. Her response: Fantastic, we already have two and another one on the way. Yours will be number four.
Well, crap. Now you have to break this news to your client and help them structure an offer that gives them a fighting chance.
There are many tactics you could recommend at this point and one that I often see overlooked is the buyer love letter. Although after this week's lesson, you may not want to overlook it anymore.
That's because recently in Austin, TX (one of the strongest seller's markets in the country) this strategy was the primary reason a buyer got her offer accepted, even though the seller had another...
Coming up with marketing ideas isn't easy for many people I've coached. If there isn't a listing or open house to promote it can be a struggle to find inspiration for marketing campaigns that provide a consistent flow of new leads.
That's because the supply of listing information, and of Realtors who are eager for new clients is outpacing the demand.
While many still fight that reality and run advertising only when they get a listing, others see opportunity. Some agents are even learning how to control the demand!
If the majority of your marketing is focused on listings, you're hiding behind them and focused on the supply. When you are willing to try new things and get out in front of the listing, you can learn to control the demand and unlock previously hidden business.
And that's what I teach you in this week's video!
What if there were a question that if asked, could predict whether you'd make it long term as a real estate agent? I'm sure that sounds dramatic if not a bit click-bait-ish and it's also a real thing. In fact, I know of a few questions that are predictive in that way and in this week's video, I talk about one of them.
It has to do with finding leads and should be an eye opener for many. If you tune in to what I'm saying, you will discover how the question itself reveals how likely it is the person asking will ever be considered a top producer. Brokers and teams dangle the promise of leads in front of unsuspecting and underdeveloped salespeople like a homeowner using cheese to lure a mouse into the trap. That's not to say that there aren't brokers and teams who have well run operations with plenty of leads and happy, thriving associates. The problem is they are the exception, not the rule.
Because I'm in the trenches with individual agents as a...
Time freedom. It’s one of the big three draws into the real estate industry. But I challenge you to name even three people in your company who honestly have control over their schedule and enjoy true time freedom.
These days, the business owners and entrepreneurs I coach routinely seek help controlling their schedule. This wasn't always such a huge issue. So, how would you answer if I asked: Are you more of a consumer or a producer? Your answer will largely determine whether you get to enjoy one of the best things about owning your own business.
For whatever reason, no matter the market or my financial position at the time, I’ve never struggled to feel like I have freedom to do what I want, when I want.
And I don’t say that lightly. I just took a minute to reflect on my past. Can I actually say that? Is it really true? Well, yeah...it is...
To be sure, I’m writing this at 1 pm Friday while walking around town lake in Austin listening to the 80s...
Picture this: Your client is about to make a decision you think is a mistake.
For example; the seller wants to counter the offer they've received and you sense in your gut this is the best they will get. Your experience tells you a counter may cause them to lose the buyer.
What do you do? You have to make the counter, right?
We all know the answer is yes. But maybe watch this first...
And after, I'd love to hear one of your stories. Has something like this happened to you? How did you handle it? Leave a comment and let's learn together!
Good negotiators are good at persuading others. So, if I gave you a set of words that promised to make you super persuasive, would you be willing to use them in the next conversation with a client or prospect?
I thought twice about sharing this because now you’re going to know when I’m deliberately trying to persuade you! Then I remembered my Jedi training. And it’s totally cool, because even when you know what I'm doing, it's still going to work!
Seriously, learn this today and next time we talk, we'll see who's the stronger persuader! Even better, after watching the video, try out the phrase and then come back to this post to leave a comment. I'd love to hear how you guys are using this!
Have you heard the phrase "time kills all deals"? Well, so does complication. In part 2 of our series on becoming a good negotiator, I explain one of the best strategies I've ever learned that saves time and simplifies almost any negotiation.
The strategy is counterintuitive and because of that, has consistently given my clients and me an almost unfair advantage.
I have to talk about cars to get you there and I promise I won't trigger any used-car salesperson vibes! In a few minutes, you're going to have a powerful new trick up your sleeve.