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Are Unattainable Goals a Good Thing?

agent training Mar 22, 2022

Why setting unattainable goals may be more helpful than you think. 

Can setting unrealistic goals be good for your business? To help answer that question, I want to share a quick story about one of my coaching clients.

I started coaching David in the fall of 2020, and he’d been in the real estate business for about five years. The most he’d ever made in a year was around $60,000. I set him up with a game plan, and we set financial goals, which were much higher than anything he’d ever made. He did roughly 95% of what I asked him to do, and only two months into 2021, we had to readjust his financial goal because he was on track to blow the original one out of the water.

"When you set unattainable goals, you have to do the work."

That’s an excellent problem to have! We adjusted his goal so he could keep working toward it throughout the rest of the year. So are unattainable goals positive or negative? In short, it depends on your situation.

Most...

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Staying in Motion

agent training Feb 28, 2022

This slower time of year is when you should be staying in motion. 

Today I'll talk about the importance of keeping your real estate business in motion. I've heard a lot of different reasons why business has slowed, including winter, snow, cold, seasonal mood changes, low inventory, and high COVID rates.

If your business has slowed recently, understand that it’s so important to have the right habits and stay in motion this time of year. When things pick up in the spring, if you're already in motion, you’re already prepared. You'll be out there in front of people, and they’ll know who you are. It may take a bit more effort and time to do lead generation and prospecting, but it’s worth it because it will keep you moving forward.

"Lead generation and prospecting will keep you moving forward."

If you're not in the habit of doing this, start today. This is what top producers are doing. Make sure to schedule a time, because sometimes you won't get any new...

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How To Motivate Your Sellers

agent training Jan 24, 2022

Here’s how to light a fire under your fence-sitting sellers.

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For most areas, the spring market really starts the day after Christmas. People don’t actually put their houses on the market then, but that is when they start thinking about it. Many would-be buyers are having a hard time finding properties they want to move into because of the low inventory. In turn, many decide they want to wait until the spring to sell (in their minds, that’s around March and April). To combat that, we need to create a sense of urgency in our market’s sellers, but how?

There’s actually a process for this. Create a timing analysis that covers how much time it will take for someone to list and sell their home. Most people say that it takes around two weeks to get a home ready for the market, but I say double the estimated prep time to a month.

After the home is ready, we’ll...

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Valid Buyer Criteria, Part 2

agent training Jan 07, 2022

Here’s part two of my two-part series on valid buyer criteria.

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Today we’re covering the second half of my series on the 10 valid buyer criteria, where I talk about what qualities make for a good buyer to work with. If you haven’t seen it already, visit my last blog post to see the first five criteria discussed. Here is the second set of five:

6. They are not contingent on selling their home. This is a tough one because a lot of people depend on the money from their current home to buy their next one. However, there are ways of buying non-contingently. The ideal situation is to work with buyers who aren’t tied down to their own sales.

7. They’re willing to spend the time. Many people aren’t willing to spend the necessary time with you to sell a home.

 

      Pick the people you want to work with—pick your business.

...
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First 5 Valid Buyer Criteria

agent training Dec 07, 2021

Here are the first five of 10 criteria for working with a buyer.

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Today we're going to cover five of the 10 criteria that make up a valid buyer. If these criteria are met, you work with them. If they're not met, you just stay in touch with them until they’re ready. Learn which criteria they’re missing so you can educate them and move them in the right direction. Here’s what you need to look for:

1. They're willing to meet ahead of time. This way, you can explain how you work, go through the process, and set expectations.

2. They’re motivated. Determine if they’re motivated to buy a home.

3. They have a sense of urgency. They may be motivated by a home, but doing so may not be urgent for them.

4. They’re fully pre-approved. This can shave so much time off of their search and purchase process. You can get them to close faster, which makes them a stronger...

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Valid Listing Appointments, Part 2

agent training Nov 18, 2021

Here’s part two of my series on having valid listing appointments.

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Welcome to part two of my two-part series about valid listing appointments. To see the first four criteria of a valid listing appointment, watch the first video here. These are the final four criteria you need to know:

5. All decision-makers need to be present. I know that can be difficult, but they all need to be there. This isn’t just the people who are on the title; anyone who is helping to make decisions needs to be present. Friends, family, whoever it is, ensure they’re at least on a conference call or video call at the appointment.

       Everyone should be present for your appointment, even if it's on a conference call.


6. Schedule enough time for the appointment.
I typically schedule about two hours so that I have enough time to answer all their questions. When...

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The First 4 Criteria for a Valid Listing Appointment

agent training Oct 26, 2021

These criteria must be met to consider a listing appointment valid.

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Today I’m here to share the first four of the eight criteria needed for a valid listing appointment. If these eight criteria aren’t met, it’s just a meet and greet. These can help you be best prepared for listing appointments. They’re also great for reviewing the appointment afterward and seeing why you didn’t get the listing.

Without further ado, here are the first four necessary elements of a valid listing appointment:

1. They want to sell. They don't just want to get a home valuation or appraisal.

2. There’s enough information for a ballpark market analysis.

3. You’ve asked them how much they want to sell their home for.

4. You have pre-qualified them over the phone. You don’t want to get stuck talking to family members who don’t have the right to sell the...

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Q: How Can I Reach My Income Goals?

agent training Sep 29, 2020

The formula I’m teaching today will help you reach your yearly income goal.

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Today I’m going to go over how to convert your income goal into weekly activity. I believe it’s vital for everyone to understand this formula so you know what to do each week to achieve your goal. I’ve been in the business for 17 years and closed over 1,000 deals, and this is the formula I use every year to get to my goal. To use it, you need to know five particular numbers related to your business. The formula is fairly simple, but it will map out your entire year.

If you have questions about today's video or anything real estate related, don't hesitate to reach out to me. I'm here to help.

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The Benefits of a Top-Notch Pre-Listing Package

agent training May 16, 2019

Nothing can replace a good pre-listing package. However, when used in concert with a great marketing plan, you can dominate your future listing appointments. I recently took a deep dive into some of the pre-listing packages that I’ve used in the past and the thought process that went into creating them. I also took a look at some different examples of great packages, and I want to share all of that with you today. To learn more, watch this short video.

 

A Closer Look at My Pre-Listing Package and Marketing Plan

Today I’m here to take you through my pre-listing package and marketing plan. They are two different things, but they can be used as the same thing, which is what I have done in the past.

 

The pre-listing package is to show home sellers that you’re a great person to work with. The marketing plan, on the other hand, is something you’ll bring out at the listing appointment with the aforementioned sellers.

 

I went through some of my...

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