Last RAM, I talked about How to Become the True Area Expert.
If you followed my advice consistently for the past two weeks, you already know more than any other agent in town about your chosen Geo Farm area.
Amazing, right? What a massive difference a little effort can make!
The next step is to learn how to demonstrate your expertise by getting face-to-face with as many future clients as possible.
There are numerous ways to do this, including getting involved with various events and groups within your community. However, the #1 best way to meet future clients is still to consistently and effectively host Open Houses within your chosen Geo Farm area.
Let me repeat the two keywords in that last sentence:
Consistently and Effectively
Most REALTORS® are neither consistent nor effective. And, most hate doing Open Houses. Why? Two main reasons:
1. They behave like Salesy Slicksters without even realizing it. The last thing anyone wants is to get stuck talking to a Salesy Slickster.
2. They feel awkward and underconfident in their skills, and that’s precisely how they come across. (Skills are earned; you don’t just get them by magic.)
In either case, these agents are better off staying at home rather than wasting their time at an Open House. After all, if you’re not going to make a positive impression, what’s the point? If you’re making a negative impression, you’re hurting yourself more than you’re helping.
So, how do you become an Open House Expert? Well… TBH, I was reluctant to write this RAM because it’s impossible to learn this vital skill by reading a two-minute blog post.
There’s an entire module in the Master’s Program dedicated to becoming ‘The Open House Expert,’ as well as other modules, such as ‘Relationship Selling’ and ‘Communication Styles.’ These and portions from several other modules provide a clear path to earning the skills you need to put on a hugely successful Open House. Eventually, you’ll be able to use Open Houses to pick and choose your future clients.
We’re HALFWAY through 2022, and it’s Canada Day tomorrow! To celebrate, get the Agent Skills Master’s Program for HALF PRICE (until midnight, July 1). Simply use the discount code ‘CANADA155’. American readers, you can use the same code (it’s almost July 4!)
As I said, it’s impossible to teach this in a two-minute blog post, but here are a few highlights:
1. Consistency is the key. Ideally, you should be doing Open Houses within your Geo Farm at least once every two weeks during the spring, summer, and fall, so that people will start to recognize your name.
2. By concentrating your efforts within your Geo Farm, it will be easy to make positive impressions on future clients by demonstrating your deep knowledge of the listings within the community. Read this again: How to Become the True Area Expert.
3. Make your signs stand out from the crowd by using bold colours and a unique design. You want people to recognize that those are your signs.
4. Invite the neighbours! I’m not a proponent of door knocking, except when you’re inviting neighbours to your Open House! This is a fantastic excuse to meet future clients face-to-face, and there are several techniques to make this fun and highly effective.
5. As the Boy Scouts say, “Be prepared!” Do you know what turns people off at an Open House? When the host can’t answer a simple question, such as “How old is the hot water tank?” So make sure you brush up on all these odd questions that people ask, no matter how inconsequential you think they are.
6. Find the right balance of confidence, authenticity, friendliness, and professionalism. Very few agents know how to achieve this. That’s why there’s an entire module dedicated to it in the Master’s Program.
7. Understand that everyone communicates differently. If you’re communicating with everyone in your style, you’re missing out on making connections with three-quarters of your potential future clients.
8. Don’t try to convert strangers to clients in one conversation. Developing a trusting relationship with your future clients is a multi-stage process.
9. Learn how to handle a room and concentrate your attention on the right people (the ones you want to work with).
10. Learn how to easily and naturally get people’s contact information by establishing rapport and offering to send them valuable information that they can’t get anywhere else. Then learn how to follow up appropriately, without being annoying.
That’s a lot of stuff. As I stated, you can’t learn it all in two minutes. But you could try to learn it on your own over the next few years for FREE (if you don’t count the lost commissions).
Or take advantage of this offer. If you’re a procrastinator, I’ll probably offer this deal again in a few months. Or, you can learn not to be a procrastinator in the module “Getting Stuff Done!”
We’re HALFWAY through 2022, and it’s Canada Day tomorrow! To celebrate, get the Agent Skills Master’s Program for HALF PRICE (until midnight, July 1). Simply use the discount code ‘CANADA155’. American readers, you can use the same code (it’s almost July 4!)
