70 Skills Δ Determine the right location, size, and product mix for a Geo Farm area that works for you. Become the known go-to 'Area Expert', and establish a solid base of raving fans. Create a simple, sortable system to quickly recall the 'pros and cons' for every listing in your Geo Farm. Take full advantage of numerous free marketing opportunities within your Geo Farm. Use traditional paid advertising methods, such as direct mail and bus benches, far more effectively. Use ‘Rules and Routines’ to add order to your life and reduce your stress, simply and easily. Find the balance between being a ‘Rapid Responder’ (good) and ‘Getting Stuff Done’ (also good). Become an expert time-blocker and use 'Appointments with Yourself' to defeat procrastination forever. Create a ‘Don’t-Do’ list to minimize distractions and become more aware of the value of your time. Add tiny incremental “tweaks” to your business to accomplish massive change over time. Use your Open House signs as powerful brand-building marketing tools, not just directional signs. Make a lasting positive impression with the neighbors, even if they don’t come to your Open House. Become known as a friendly, approachable, and knowledgeable Real Estate professional. Master the most powerful advertising method there is, the face-to-face interaction. Obtain contact information easily and naturally. If you're forcing it, you're doing it wrong. Use a simple, sortable spreadsheet to follow up with prospects at the right time with the right information. Respond to messages as quickly as possible, without being constantly distracted by your phone. Build a list of valuable information topics to draw from when you reach out to prospects and clients. Ask the right questions in the right way to ensure you get a response. Re-start old relationship no matter how much time has gone by. Use formal buyer meetings to establish a solid foundation for your future buyer-client relationships. Tactfully control the buying process and earn respect as a highly knowledgeable expert advisor. Eliminate pressure your buyer may be feeling and allow your relationship to grow at steady pace. Convince prospective buyers to stop browsing the internet and start physically viewing properties. Convince an indecisive client to write an offer (when you know it’s the right property) with zero pressure. Attract more clients using the right balance of professionalism, confidence, friendliness, and authenticity. Become an expert at 'Active Listening'. You have two ears and one mouth. Use them in that proportion! Build rapport and improve your conversational skills in social gatherings using the FORD method. Answer, “How’s the market?” with probing questions of your own, in order to continue the conversation. Transition from a casual social discussion to a more serious business conversation at a later date. Quickly identify a person’s communication style: Driver, Expressive, Amiable, or Analytical. Recognize how people with different communication styles may perceive your strengths and weaknesses. Modify your style to communicate more effectively with other styles, and still be your authentic self. Present effectively to couples, even if they have two opposing communication styles. Monitor body language, and know when to adjust your pace, and when to pause and ask questions. Build a thriving and rewarding business with a steady stream of referrals from referrals. Create a powerful on-line presence with an abundance of impactful and heartfelt Google Reviews. Create a monthly newsletter to remind your past clients and referral sources about your greatness! Ask for referrals at the right time, when you know your clients will happily go out of their way to help you. Nurture relationships with your current and past clients, without being a salesy weirdo. Record all the critical information you need when you get a listing call. Create a Business Source Spreadsheet to make intelligent decisions about how to run your business. Send a great pre-listing email before every presentation, to save time and build strong anticipation. Completely eliminate your biggest cause of anxiety - the price - before you get there! Be mentally prepared for every appointment and make a strong impression from the moment you arrive. Use the Criteria Manipulation Approach to create a more realistic and impactful CMA. Show your clients the big picture on sold properties so they understand the importance of the list price. Determine the positive, neutral, and negative factors, from the target buyers' perspective. Provide a very large list of active competitors to make an impact, but focus on only the strongest ones. Determine the correct list price, quickly, efficiently, with full agreement from your sellers. Present the concepts of Supply, Demand and Absorption Rate - the only market statistics you need. Accurately and confidently predict what should occur in the market in the near future. Demonstrate seasonality and how timing may be critically important for certain market segments. Take full advantage of the initial 'flurry of activity' that occurs immediately after every new listing. Demonstrate the danger of over-pricing and chasing the market down. Tactfully convince your clients to complete important pre-listing cleaning, repairs, and decluttering. Utilize the services of a Home Staging Consultant, as an inexpensive but highly effective additonal service. Find and use the best photographer, and know which images to use and which images not to use. Write short but powerful MLS ads that get straight to the core of what the Target Buyer wants. Promote video tours, or clearly explain why video tours may do more harm than good in some cases. Create a simple but powerful website that promotes your brand 24/7. Create an insightful Personal Brand Statement that clearly describes why people should hire you. Get all the awesome testimonials you want, and know how to leverage them. Create a social media calendar and use a wide variety of engaging content to engage your audience. Overcome your aversion to video, once and for all. It’s easy when you understand a few basic principles. Build a simple but highly impactful slide presentation that you use for every listing. Describe exactly why your business model is superior to the Big-Box Team. Provide a detailed overview of exactly how you will build the most powerful MLS presentation possible. Ensure you get the listing, every time, even if you leave without a signed contract. Create a system to send a weekly report to every seller with powerful, insightful information. 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