Your First 30 Days in Real Estate – Think Like a Business

think like a business

Think Like a Business:

Part 3 of the series “Your First 30 Days in Real Estate”

In your first 30 days as a real estate agent, you need to begin every day and operate like a startup business. In other words, acquire the business mindset.  Now that you believe in yourself (part 1) and now you’ve got a goal in how much money you want to make or how many houses you want to sell (part 2), the third step is to say “I’m a business.” Let’s say that again. “I’m a business.” Don’t most of you get into real estate for a lot of different reasons, but some of them are “I don’t want to work for anybody anymore. I don’t want to clock in and clock out. I want to have the freedom to operate the way I want.” Well, that sounds like a business owner or entrepreneur. Step number three is you need to begin to understand what it means to run a

Most of you get into real estate for a lot of different reasons, but some of them typically sound like this:  “I don’t want to work for anybody anymore. I don’t want to clock in and clock out. I want to have the freedom to operate the way I want.” Well, that sounds an awful lot like a business owner or entrepreneur. Step number three is you need to begin to understand what it means to run a business because you’re a business. It’s time to think like a business and act like a business owner.

“I’m a business.”

The Awesome Thing About Real Estate

What’s awesome about real estate is there’s no ceiling to how much money you can make in any given year. There’s no cap. You can make as much money as you’ll go out there and earn, but technically there is a basement, isn’t there? If I don’t do anything, it’s going to be hard for me to make money. If you’ve ever run a business before, you already know the mindset. This is what it takes to think like a business.

As a business owner, I get paid last. All the bills get paid. All of our employees get paid. All of our vendors get paid. Every single bit of that gets paid before I do. If and only if there’s money left over, then I get paid. That’s the business mindset. I know I get paid last. I’ve got to produce, to make sure there’s money left over after paying expenses.

You’re a real estate agent. You need to establish the idea that every single day you have a routine, a schedule, and you need to get into the routine of what a business owner that owns a real estate business is going to do every single day. Now, don’t say, “Oh, good, I got into real estate, so I don’t have to work anymore.” No, work like crazy your first 30 days! Set up a schedule where you’re working five days a week. Then, the important thing is what is my routine going to look like?

as a business owner is that you need to learn the difference between being busy for the sake of being busy and being productive

 

So What Should You Be Doing?

You might say, “Work? What do I do?” What you want to understand as a business owner is that you need to learn the difference between being busy for the sake of being busy and being productive. Think like a business. At some point, you may reach the point in your career where you’re almost on autopilot to a degree, where you’re not going to have to work crazy hours because you’ve got a system in place and productivity at an all-time high to where you won’t have to work like that. But you’re a startup business. Your first 30 days, work as hard as you possibly can. Every waking hour that you have available for real estate, wo

You might say, “Work? What do I do?” What you want to understand as a business owner is that you need to learn the difference between being busy for the sake of being busy and being productive. Think like a business. At some point, you may reach the point in your career where you’re almost on autopilot to a degree, where you’re not going to have to work crazy hours because you’ve got a system in place and productivity at an all-time high to where you won’t have to work like that. But you’re a startup business. Your first 30 days, work as hard as you possibly can. Every waking hour that you have available for real estate, work on it. Then, when you’re working, do things that are productive, not things that are keeping you busy.

Do These Three Things in Real Estate – All The Time

 

real estate sales

If you want to understand the business of real estate, it’s three things. Real estate is all about prospecting, presenting, and closing. It’s really that simple. If you want to be productive, you better be prospecting, you better be presenting, or you better be closing, or else, you’re just being busy. Prospecting is the hard part. That’s the part you’ve got to really work on as a new agent, but if you’re not prospecting for new business, you’re presenting. You’re showing houses to somebody that may by or you’re sitting at a listing presentation with a seller that may hire you. Then, closing is getting transactions signed, getting your listing agreements signed, getting purchase agreements signed. Those are the three things you should be doing. If you’re not doing something related to prospecting, presenting, or closing, you’re just being busy. You’re not being productive.

Business owners understand the importance of making sure they’re productive. Do you have any idea how many emails and phone calls and messages we get in this office every day? What I want you guys to know is if I did just sit there, I could just answer emails all day long, but at some point, we’re going to have no more customers to answer, because I’m not doing the things that are productive to bring in new business. You’ve got to have the business owner’s mindset, to think like a business means to think about moving the company forward every day.

I would wake up in the morning and go, “Man, I just started a new business.” All the pressure and the fear that comes with that is good. It’s natural. Pretend you have investors. If you don’t get this business going, you’re going to have investors knocking on your door wondering when am I getting my money back. You’re a startup business. Operate that way every single day.

Hopefully, you like what we’ve got so far in this series. Look, I’ve been a full-time real estate agent. I’ve sold millions in real estate. I loved the business, and I still have clients that I work with, but what really gets me up in the morning, my why is helping share with you how you can build your real estate business.

If you saw something here you can use, please make sure to reach out and let me know. Hit me up on Twitter, I love seeing you there @christalksdaily. Hit us up on Facebook, @chrisdonaldsonHQ.

If you’ve got questions or curiosities, reach out. A specific question that you’d like to ask? –  that’s the fun! Email your question, chris@christalks.com. I’d love to hear from you. There’s nothing like being able to give you the value you deserve by answering questions, burning questions that you have. Also, let me know you’re finding these articles helpful by liking them and sharing them on social media! Also, if you are looking to get started in the real estate business click here for information on Donaldson Real Estate School and all of our courses and exam prep programs.

Persist Until You Succeed – Your Story Begins

Persist until you succeed.

One of my favorite stories of how to persist involves the former President of the United States Theodore Roosevelt. You might know him as the tough, strong, versatile outdoorsman who was admired as much for his active lifestyle as he was for his leadership of the free world. The man was vigorous and he was enthusiastic, known for hunting bears and hosting boxing matches in the White House. He rode horses, lifted weights, skated on ice, rowed, and even gave a campaign speech after getting shot by a would-be assassin! When you look up “tough” in the dictionary you should expect to see his picture right there.

However, what many people do not know about Teddy Roosevelt is that he was not born that way. Not even close. His toughness, his active lifestyle, his strong body and will was earned with persistent effort over a long period of time. You see, Theodore Roosevelt was born to a prominent family but was a puny and sickly young boy. He suffered from terrible asthma, poor eyesight, and possessed such a thin body that he was picked on at school by his classmates. Although he certainly was smart and displayed signs of having a tough mind, his body was that of a weakling that was destined for a tough life of failures.

Around the age of 12, Roosevelt’s father gave him a very stern lesson. His father told him “you have the mind but not the body, and without the body the mind cannot go as far as it should.” So what did future PreTeddy Roosevelt persistsident Roosevelt do? He persisted. He worked on his body every single day for years, and continued that habit for the rest of his life. He worked on himself until he became the man that so many saw in the public eye, as strong and enthusiastic as ever. He lifted weights. He boxed. He learned to ride horses and he learned to row. Day in and day out his was on a mission to change his body so that it could take him where his mind wanted to go. He wasn’t born the strong and intimidating leader of which he became, but he persisted until he succeeded in ultimately becoming the leader of the free world.

Persistence is a Key to Unlocking the Success Formula

Surely you have heard phrases such as “nothing worth doing is easy,” or “fail forward.” There is a reason these quotes and phrases become cliches which are repeated over and over again. It is because they are true!

If you are beginning a new business, especially an entrepreneurial venture or a sales career in real estate then you should already understand that big success is probably not going to come easy. Sure, some of you have either been sold on or convinced yourself that the path you chose is for “easy money” or to “get rich quick.” However most of you know those things are not true in most cases (unless you win the lottery, of course!).

You will need to persist in order to succeed, and you will need to push harder and harder each day to reach the success you desire and deserve. Some days it might be easy, some days it might be hard. But every day you must remind yourself that you will persist until you succeed. You must tell yourself that a failure is only a lesson, and next time you will be the winner.

If at First You Do Not Succeed, Get Up and Try Again

Let me use the example of learning to ride a bicycle, for example. Unless you are truly some sort of prodigy, most of us were not born with the natural ability to hop on such a mechanical device with two thin wheels and just ride off into the sunset. First of all, if we sit on that bike without moving we are going to fall over! Secondly, we need to learn (many times the hard way) that it takes speed in order to balance that bicycle. Speed creates the physics which creates the balance which creates the confidence. However, I bet most of us had to fall off that bicycle a few times before we finally got it right.

But let’s think for a moment, what if you hadn’t tried again after your very first fall? What if when you were first learning to ride a bicycle that you fell and decided to never try again? Think of all the things you might have missed! The joys of riding around the neighborhood with your friends, or maybe taking a long ride with your parents and exploring a new part of town, or possibly even the joys of racing or participating in competitive biking down the road. None of that would have been possible if you would have given up after that very first fall.

You must persist. If at first you do not succeed, get up and try again!

The Reality of  a Sales Business

You are going to be told no, shrugged off, ignored, among many other things more often than you are going to make the sale. You will get more no’s than yesses, in all of their various forms. But I ask you – so what? Who cares about the no’s?  Who cares about the business you didn’t get? What I care about is the business that I DO get, and I understand how precious it is and how important each and every sale is to the promotion of a long and successful sales career.

But that is why you are going to persist until you succeed. You have a different path, the path of a great salesman and the path of a true success. You are not going to give up, you are not going to back down.

Let’s use real estate sales as an example. There are many ways you can generate leads for your real estate business. I mean tons! I literally teach you more than 10 in my Superstars 2.0 training class alone! So let’s say you are sticking your neck out and trying a new one – For Sale by Owners (FSBOs). The tried and true process of prospecting to those in your community who decided it was right for them to try and sell their house without a real estate agent.persist when calling FSBOs

There are many ways you can organize a prospecting plan to try and turn FSBOs into clients for your real estate business. Let’s say one of them is to pick up the phone once per week and call all of the FSBOs in your market area. OH NO! Not the phone! (that’s a subject for another day) And let’s say on this particular day you have 10 on your list, and you are going to sit down and use your training and call each of them to try and set an appointment to turn them from a FSBO to your client.

You call person #1 on the list and they don’t answer, so you decide to leave a detailed voicemail. Ok, onto #2. The second person on your list answers the phone and screams “you darn real estate agents, you need to stop calling me!” and hangs up. Ouch. Deep breath. On to #3. Even worse. The third person doesn’t stop there, they even decide to call you choice words that would make even the country club golfer blush! Double ouch.

Ok, you tell yourself, I made three phone calls. Each one is getting worse than the one before, so I am just going to stop. Obviously this list of FSBOs is not for me, and therefore I’ll just move on to something else. I can’t take things getting even worse here!

Later on in the afternoon, you run into a fellow new agent in your office named Mary. You exchange small talk, and then ask what Mary is up to. She is excited to tell you that she has two appointments with FSBOs later this evening that she is getting ready for and she is so excited! You might be happy for her, but you also want to find out how in the world she did it?! So you ask, “Mary how did you do it?”

Mary then explains that she had a list of 10 FSBOs from her market area, and she sat down and decided to call each one. “Man, the first few were ROUGH I tell ya” Mary says. “But I didn’t let it bother me, and sure enough #8 and #9 were very pleased to hear from me and asked if I could come over and speak with them tonight!” Hmmm. You ask to see Mary’s list. Of course, it is the same list you were working on! What’s the obvious difference? You decided to quit after person #3 was rude and cursed at you, and Mary just kept on and made sure to make every call on the list. Mary persisted until she succeeded, and you should always do the same.

Persist Until You Succeed

Repeat those words, repeat them daily. I promise you, with consistent effort and the positive spirit of persistence you will make it in whatever endeavor you choose. This is your life, persist until you succeed!!

 

Mindset: Adopting the Attitude of a Winner

 

mindset success formulaMindset. One thing that comes up all of the time, especially with the questions I get about success and what it takes to be successful, is the idea of having the right mindset. Unfortunately as is too often the case the big mistake that I see people make is to go out and search for the right mindset instantly – in other words I want to know the right mindset and I want it right now! The problem with this idea of instant gratification is the concept of adopting the right mindset is a collection, it’s even a lifetime of strategies and practice and the way that you look at the world that is going to take time and practice to get right. It’s an unfortunate reality that as human beings we are predisposed to be negative. In other words – we are so good at focusing on what’s wrong rather than what’s right that it becomes a poison that affects people in all aspects of all businesses. Therefore, if you want to learn the idea of having the right mindset let’s talk about the first thing which is probably the most important piece: adopting a winner’s mindset.

Winner’s Mindset

winner's mindset

The idea of having a winner’s mindset is not simply the idea of winning and losing, or I have to win and you have to lose. Having a winner’s mindset involves the concept of looking at the world and things that happen and how you will typically react to those things differently than everyone else. In other words, it’s understanding how to view situations and how they affect you and actually steer you going forward. Therefore, rather than looking at things as wins and losses you need to start looking at things as victories or learning opportunities.

Wherever you are today if you are looking for the right mindset to become more successful it means that the place that you’re sitting in right here at this moment is not where you want to go. In order to get you there guess what? You’re going to have to leave your comfort zone and try things at a different level. You’re going to have to do things that are uncomfortable; that are new, that might be completely different than anything you’ve ever tried before! If you are getting results now that you’re unhappy with, if you keep doing what you’re doing you’re never going to get there. So the idea of the winner’s mindset is to first of all make sure you remind yourself regularly that you’re going to have to try new things and really put yourself out there – far far out of your comfort zone – to reach this true success that you’re seeking.

You Need to Retrain Your Mind

mindset-retrain your mind

When you put yourself out there not everything is going to work out. You’re going to experience failure. If you have a winner’s mindset you won’t look at things as wins and losses. Every single thing that happens is not necessarily a scoreboard moment. You don’t have to believe that as an entrepreneur you are looking at a win and loss record. You’re either going to win and succeed – or you’re going to learn and move on. You either win or you learn – that’s the art of having the winner’s mindset. It’s not that either I win and I lose and become a failure; it’s either I win when I succeed or I’m going to learn from it and move on to what’s next!

You either win – or you learn

You’ve probably heard that they say the definition of insanity is trying the same thing over and over and trying to get different results. Well, I am here to tell you that’s definitely true. So in order to get different results it means you need a new strategy and new techniques. This usually means trying something new, and well, what if it doesn’t work? Well if you are afraid to fail and you are afraid that it’s not going to work and all you’re ever going to do is stay in your comfort zone and not going to try something new because you’re worried it’s not going to work you’re never going to reach the success that you’re looking for!

Winners Look at Failures in a Different Light

Let’s use an obnoxious example to prove this point. If I came out with the iPhone in 1995 – I want you to understand that it would be a huge failure. Huge! The reason is because the world would not have been ready for the $700 cell phone that can browse the internet and make social media access very easy. I mean think about it, in 1995 there was not a whole lot of broadband internet out there and there really wasn’t any social media that you just had to check 50 times a day on your phone. People weren’t text messaging constantly, they were actually still calling each other. Imagine that! So if I invented the iPhone 1995 I could have been the greatest inventor in the history of mankind. It would have changed the world (so I thought), but the world would not have been ready for it yet. People would have laughed at me for coming out with a cell phone that cost $700. Consumers would be asking – like how do I sign into my AOL account using this phone?

What I want you to understand is even in business sometimes you’ll do things that are great, they might be great product, but the marketplace just isn’t ready for it yet. Or you might try a new style of marketing campaign, something that you’re putting out there providing value in the marketplace, and the marketplace just may not understand the value you thought you created. What you need understand is you’re going to have to try things, and sometimes they’re going to work and you’re going to win and sometimes they’re going to fail. But you – the person with the winner’s mindset – you’re not going to lose you’re going to learn! The adoption of this winner’s mindset is that you look for these opportunities to learn from the things that you did and didn’t work so that your business can grow in the future.

The Success Formula Includes Looking at the Failures as Learning Opportunities

The successful mindset, a winner’s mindset is all about looking at the world differently than everyone else. It is understanding that I’m going to have to try new things. I’m going to put myself out there. I’m going to have to really stretch out of my comfort zone in order to become the success that I so desire. I’m going to be happy about my wins and I will revel in my success, but then I also need to understand that if things don’t work I’m not a loser. I didn’t lose. I didn’t necessarily fail. I learned. And the next time I try something similar, or launch a new product, or think that I’m doing something innovative; the trick there is I’m going to make sure that I don’t repeat the same mistakes again. Adopting the winner’s mindset is all about looking at my business efforts and judging them on the results. It’s about making sure that I either win or that I learn, and so when I win I’m going to keep that in mind going forward and I’m not going to repeat the same mistakes; if they are mistakes at all. Likely they are learning opportunities, to get me from where I am now to where I want to go.

Are You Focusing on Lead Conversion?

Lead Conversion is Really The King

For years the conversation in real estate sales has been centered on lead generation. It comes from good old fashioned sales theory, which is that you need leads in order to generate sales. This is still as true today as it was then, however it is the method by which we gain new leads that now determines the manner of approach.

When it comes to real estate sales, lead conversion is actually king.
When it comes to real estate sales, lead conversion is actually king.

Since lead generation is largely targeted towards the internet, it is important to understand that while generating leads is important – converting them to clients and sales is more important. So important, in fact, I call it “king.” All leads should be treated as internet leads, as there is a distinct difference between how an internet lead should be handled and a referral from a friend, for instance.

The Sheer Numbers of Internet Leads

According to Move, Inc.  there were 2.9 million internet leads generated for real estate sales in 2011. In just a few short years, that number had increased to 40.6 million leads in 2014. To put that into perspective, there were only 5.1 million real estate sales in 2014! Which means there were about 8 leads generated for every 1 closed sale. Since the internet space is noisy, and there are tons of leads available and being generated daily, what top real estate agents need to understand is that converting those leads and closing sales is the real key to success in real estate. If you are not at the point in your career where you can simply live off referrals and reputation, you better have a lead conversion strategy in your arsenal that works!

According to Move, Inc. there were 40.6 million internet leads generated in 2014 as opposed to only 5.1 million real estate sales

The Importance of a System

If you are a real estate broker, then having a defined system in place on how internet leads are not only generated – but converted – is going to determine important metrics that measure success. All anyone talks about anymore is how to generate more leads, but if the leads are not converting into clients and into transactions what does it matter? Quality leads, converted into transactions, that’s what really matters in real estate.

For instance, how fast will someone in your organization respond to an internet lead? By what manner will that lead be contacted? Is there a follow-up plan in place in order to nurture those leads over time? How will agents be delivered these leads, and how will their success be tracked? There are so many questions a broker needs to ask herself, and generating more leads may not simply be the answer. A few options that brokers may wish to consider in order to convert more of those precious internet leads could be the following:

  • An inside sales agent or conversion specialist
  • Utilization of an outside sales agent service
  • Assigning leads directly to real estate salespeople in the firm

Speed Kills on the Highway and in Lead Conversion

Speed kills on the highway, and also converts more leads
Speed kills on the highway, and also converts more leads

Nick Saban, who is one of the most decorated college football coaches of all time, has a phrase where he says “speed kills on the highway and on the football field.” I have heard him say this many times, all the way back to his days with my Alma Mater LSU. Of course, he is referring to the types of players he wants to recruit for his program and how speed is as important in football as any particular trait.

This mantra plays very well into lead conversion too. Speed, above all else, is the most important metric which should be tracked. Consider the internet lead, and think in terms of where they may have come from and how they became a lead in the first place. Many times this lead was generated by their searching for a particular property on a search portal (such as REALTOR.com, Zillow.com, Yahoohomes.com, etc.) and you receive information about a potential buyer. This buyer is likely driving through the neighborhood right at that moment, is on their cell phone, and has never heard of you or your brokerage. So what really matters here? First one in usually wins. I will say that again, first one in usually wins! Speed trumps all else when it comes to online lead conversion.

In fact, the more time that goes by (the older that lead becomes) the less likely you are to convert that lead. Consider the following:

http://www.payonperformance.com.au/customer-response-time-matters/
http://www.payonperformance.com.au/customer-response-time-matters/

So how do you respond to leads faster? It all goes back to what I mentioned earlier in this post, which is that having a system becomes paramount in this ever increasing competitive landscape. For instance, do you use a real estate CRM in your business? If so make sure that you are using the right CRM for your real estate business. For instance, if converting internet leads is crucial to your business model then it would be crazy to have a CRM without automatic responders as a part of the system.

As you look at the statistics above and you consider how speed trumps all else in lead conversion, it also bears considering that none of us can be available 24/7. It is literally impossible – you have to sleep! Therefore, having a CRM to be on top of things for you and respond to leads effectively and quickly can make all the difference in the world. If a buyer lead is generated online at 3am, your CRM can send an automatic message letting that lead know that you received their request and cannot wait to speak with them. That way, even if you are not actually awake at the time of the generated lead at least you responded quickly. And if you are managing your time effectively, then first thing the next business day you would be right on top of converting that lead.

I plan to post much more on this topic very soon, as with the emphasis on lead generation in the marketplace I want to also make sure that those leads you worked hard to generate are actually converting – which is where the real staying power is in real estate.

 

Why an Expert Level CMA is Critical to Real Estate Success

In this snapshot of our exclusive Superstars 2.0 real estate training program, instructor Chris Donaldson breaks down the importance and reasoning behind having an expert level CMA (competitive market analysis).

Due to the massive amount of real estate information available to the public, having a real estate expert break down the marketplace and explain pricing and value to clients is a critical real estate skill. Whether you are deciding where to price a seller’s home on the market, or you are working with a buyer and trying to decide what to offer, the real estate agent MUST have this essential skill in order to deliver first class service.

For more information on the Superstars 2.0 real estate training program – please visit https://donaldsoneducation.com/real-e…

For more from Chris, you can find him here:

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Find Chris Donaldson on snapchat with this snapcode

Three Phrases to Eliminate as a New Real Estate Agent

real estate ideaNew Real Estate Agent “Tanking Talk”

As a new real estate agent just starting out on the journey to success, one of the pitfalls far too many agents fall into is a common pattern of what I call “tanking talk.” Tanking talk is the type of phrasing, words, or simple expression that can TANK your real estate deal before you even get the chance to show your stuff. In other words, as a new real estate agent just starting out every prospect, lead, and client is precious – therefore you ought to put as much thought into what you will say to them as what you will do for them.

Three Phrases to Eliminate “Tanking Talk” as a new real estate agent

tanking talk

1. “I’m doing this part-time”

Well why don’t you just tell that potential client that you really aren’t a real estate professional, and that you are going to treat their real estate deal as a “part time” transaction. Real estate isn’t your mistress, this is your profession! Would you hire a doctor to operate on you that does detailed heart surgery part time? Eh, probably not. So why would you turn around and tell a potential client that you only work part time? The solution is don’t say it! Your goal is to ensure the other party knows that you are a real estate professional, that you care about what you do, and that you will put full time effort into providing them the highest in quality service.

2. “I am doing real estate on the side”

Wait – you are doing what on the side? Look, very similar to #1 above you don’t want to lead a potential client to believe that you don’t take yourself seriously or worse that you don’t take their real estate deal seriously. “On the side” makes me feel like you are simply working real estate deals with anyone who will let you in order to bring in money. And hey, since I am only doing it on the side it really doesn’t matter as much to me as whatever is my main occupation. You wouldn’t want to do business with someone who only “does it on the side,” so don’t go out there and portray the same thing to others! Even if it is true, and you don’t have the client base built to quit your other job, don’t TELL people that real estate is just something you do on the side. Real estate is your profession, make sure the world knows it.

3. “I’m New”

Think about the last time you had an issue with a product or a service, you called customer service, and the person on the other end had no idea what you were talking about or how to solve your problem. You press them, you get angry, and then you hear those precious little words “I’m new.” GET ME A MANAGER!

You don’t want to portray to others that you are new and don’t know what you are doing, so simply eliminate this phrase from your vocabulary and come up with something better. There is nothing inherently wrong with being a new real estate agent, but the reality is most people want someone with experience and knowledge. Therefore, rather than just tanking your talk up front by telling people you are brand new find another way to direct a conversation and just avoid bringing that topic up altogether if you can. Remember, there is nothing wrong with being new – you just don’t need to say so every time you meet with a potential client. Make people believe you are a real estate professional, because you are – and you work full time and are dedicated! Yep, that is the ticket to real estate success as a new real estate agent.

 

The Killer Listing Presentation – Part 3 of What Every New Real Estate Agent Needs to Know

Superstars 2.0 Day 3: The Killer Listing Presentation

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How Important is the Listing Presentation?

If you are in real estate sales, and primarily deal with sellers as clients, the listing presentation is everything! A good friend in the business calls them an “employment opportunity,” and I think that is a great way to look at it. Since real estate is a sales game, you need to make sales in order to make money. However, you cannot make sales without client inventory to sell. Therefore, unless you are provided listings on a silver platter (like your Mom selling her house) – then once you generate these seller leads you need to convert them into a client. How will you do that? Usually it is made during the listing presentation, your chance to prove your worth as a real estate agent and get yourself hired.

What Exactly is a Listing Presentation?

In simple terms, the listing presentation is your chance to sell yourself to a seller. In some cases, this might be easy as the seller either has a prior relationship with you or you are lucky enough to come highly recommended. However there will be other cases – especially if you become adept at generating new leads – where this potential client does not know you from Adam and is allowing you into their home to pitch your real estate business. What a great opportunity!

So really, the listing presentation is all about the listing appointment. Having a plan of action to both get business done, but also to accomplish other goals such as trust with your client are crucial here. A few things that should take place at every listing appointment

  • Proper friendly introduction and tour of the house/property
  • Opportunity for the agent to gather information about the seller and why they are selling (understanding seller motivation is HUGE)
  • A Competitive Market Analysis (CMA) prepared in advance and presented to the seller
  • A formal listing presentation where the real estate agent will discuss the advantages of working with them and a chance to show how the agent will greatly assist in the sales process
  • Closing of the deal – signing the proper paperwork to solidify the listing and also satisfy any local license laws or Board rules

    A Listing Presentation is a Skill That Should be Practiced

     preparelikeanathlete

Like any great athlete or business performer, considering the important of the listing presentation and listing appointment – you should begin practicing those skills right away. Ever been to a concert and been amazed at the level of performance of the musicians? The roar of the crowd is great, and certainly the best in their respective musical realms make a lot of money. But what we don’t see is all the practice that went into creating and perfecting that craft.

Your business is sales. Listing appointments gain you new clients. You must practice the art of a listing presentation like a musician practices their instrument. It doesn’t mean you have to be perfect, and mistakes will come. However learn from your mistakes and make sure not to repeat them. Take stock at techniques that work over time with various successful appointments, and also take careful note of what doesn’t work. Be willing to constantly revise your practice or use different techniques to ensure that you are ready to nail every appointment.

Superstars 2.0 – Day 3

The Killer Listing Presentation & How to Effectively Market a Listing

  • Learn how the listing game has changed, but also how it has stayed the same
  • Remember the important activities that lead to the listing appointment
  • Learn what you need to do to nail every listing appointment. Every time.
  • Understand the proper execution of a CMA and it’s purpose
  • Discover the tools in the arsenal of the killer real estate agent
  • The DO’s and DON’Ts when working with sellers
  • Preparing an effective marketing plan to sell more houses and get more clients

Killer Listing Presentation (SS 2.0)

For more information on the complete Superstars 2.0 real estate training program, please visit our website here:

http://www.donaldsoneducation.com/html/superstars.php?subject=1

Lead Generation and Prospecting (Superstars 2.0 Day 2)

Prospecting and Lead Generation for the Modern Agent

real estate sales success - lead generation

THE number one thing that every real estate agent needs to know, new or old, is that while the real estate business has certainly changed in recent times – it is still the same. Real estate sales is just that – it is sales. And if you intend to make it as a real estate agent in this game, you first need to understand the game. Prospecting and lead generation is what separates the “haves” and the “have nots” as real estate agents. In other words, those who make it big have lots of clients. Where in the world did they get all those clients??

The game really is simple, in theory. You need leads. You then need to convert those leads. You then need to sell the properties you converted. Rinse and Repeat. In essence, real estate sales is all about prospecting, presenting, and closing.

real estate sales is all about prospecting, presenting, and closing

How Do I Get New Clients?

phone call - lead generation and conversion

THAT, my new real estate agent friends, is the name of the game. Once you have your real estate license, that is obviously an excellent first step towards a rewarding career in which you can make a fantastic living. However, once you step out of real estate class and into the sales world – you need to make your phone ring. The real business of real estate is all about prospecting and lead generation, making your phone ring and then knowing what to do when it does.

Leads You Say?

Yes – LEADS! Without sales leads, who are you going to sell yourself to? How are you going to get those shiny new “For Sale” signs in the yard? How will you ever make it in a sales business?

That’s what lead generation is all about. The key to real estate sales is generating leads – lots of them – and then converting those leads once you have the opportunity. Once you have your real estate license, you have the wide open opportunity to make as much money as you want. Let that sink in! But also remember, since this is a sales business you can also make very little – or even 0. However, if you are constantly working on prospecting and you are constantly generating new leads for your real estate business YOU will be the one who makes it while the other guy does not. If you cannot market yourself, how in the world will you market someone’s property for sale?

Superstars 2.0 – Day 2

YOUR tailored system to make the kind of money you really want in real estate

In this session which is absolutely packed with practical strategies to help you make money in real estate, you will learn such skills as:

  • The difference between marketing and prospecting
  • Understanding what really makes a real estate agent money
  • How to target your niche and develop just the right strategy
  • Specific actionable steps to take in order to generate leads – NOW!
  • Working with social media and unleashing its power
  • Learning the numbers game
  • What to do with a lead – strategies for effective conversion into clients
  • and MUCH MUCH more!

This class was written by a real estate agent just like you who wants to unveil the secrets to a successful real estate career and help you have the career of your dreams. Don’t miss out – your competition just may be there!

For more information on superstars 2.0 real estate agent training please visit:

Superstars 2.0 – Website Information

for specific information and how to register for superstars 2.0 – day 2 see our flyer below:

Prospecting and Lead Generation (SUPERSTARS  2.0)

What Every New Real Estate Agent Needs to Know

IF YOU ARE A NEW REAL ESTATE AGENT – READ THIS!

new real estate agent plan1

The truth about the real estate business is that it is a huge industry which has created lots of very wealthy people. The truth about being a real estate agent is that there is an awful lot of money to be made, and the industry is as strong as ever. It is also true, however, that those who make it “big” as a real estate agent are few and those who don’t are many. But don’t let people dissuade you from your dreams, because if you are a new real estate agent the ability to make the money of your dreams is actually easier now than ever before!

What’s the Difference?

Every New Real Estate Agent Needs A Plan

new real estate business plan2

For many who enter the real estate business for the first time, much of their motivation is the allure of fast money and independence that comes with the territory. That isn’t exactly untrue, but if you get your real estate license and really want to make it – you need a plan.

As a new real estate agent, it is likely that this is the first time you have ever gone out on your own and been your own boss. Isn’t it great!? However, with the freedom also comes the responsibility. As a real estate agent, since you are your own boss you need to have a business plan and a defined plan of action for every “business day.” You see, everyone says they want to work for themselves. But how many can?

The advantage to working on your own is that no one is making you show up at a certain time, you don’t have a boss looking over your shoulder, and you can take a day off whenever you darn well please. This is also the disadvantage to working for yourself. No one is going to make you work, no one is going to provide you with daily activities. There is no one to provide you the security of a base income and yes you are all alone!

But that is the advantage, if you know what to do.

Superstars 2.0 – Day 1

The REAL business of real estate

I have spent the better part of a year developing the most detailed new real estate agent training program available in the marketplace. The reason? I am tired of seeing good people fail in the business! It just shouldn’t happen, they just need a little guidance. It is my life’s mission to give you that guidance.

In Day 1 of our Superstars 2.0 program, you will learn what it really means to be in the business of real estate and how to set yourself up for success. On Day 1 you better buckle up, because we are going to get you pumped up and help you discover what it really is that you want from your career as a new real estate agent!

In addition to unbridled enthusiasm and motivation, we are going to “set the table” and explain some important things you will need to know as a new real estate agent including:

  • What will make you an expert in real estate?
  • How do YOU define success and how will YOU get there?
  • The importance of setting goals
  • Creating your own real estate business plan
  • Guidance on what to do NOW to get yourself a book of business
  • Action steps on each
  • and so much MORE!

Superstars 2.0 was born from both an idea and a demand. As an experienced yet relatively young real estate professional myself (I am a millennial by most calculations!) it is my mission to do everything it takes to help those that really want to succeed get the training they need. If you recently got your real estate license, or are a new real estate agent in the business, look into joining us for the inaugural Superstars 2.0 class and start dominating the competition and making more money!

See you in January, 2016.

For More Information or to Register for the next Superstars 2.0 program See Below:

Superstars 2.0 schedule and registration

For Details on Day 1 Of Superstars 2.0 See Below:

The Real Business of Real Estate (Superstars 2.0)

 

 

3 Easy Steps for Better Time Management

time management steps

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Three Easy Steps to Better Time Management

Suggest a terrific daily routine to someone, and more often than not you will hear “I don’t have the time.” Whether we are talking about exercise, finding time for children, prospecting and lead generation – there is almost always “time.” The issue really is what a person is doing with their time each day to be as productive as possible. After all, doing the most with the time we have is the goal right? Effective time management is one of the most important keys to managing your business, your life, reducing stress, and improving an overall sense of accomplishment.

Whether you sell real estate for a living, manage mortgage files as a processor, or simply want to find more hours in the day this post is for you. We all think it, we all say it, “I just don’t have the time.” Or “there are just not enough hours in the day.” But that’s just it, yes there are…if you know what you want. Taking an organized Time Management seminar is a very good idea, and I highly suggest it. However, even starting small with these three easy tips will help get you on the right track to a more effective day.

Step 1: Establish Goals

Goals

You have no idea how you are going to manage your time if you don’t know what you are trying to accomplish. I mean that down to the hour, the day, the week, the year, and your life! If you wake up every day and just do whatever you do, the day is owning you – you are not owning the day! Here is what I mean:

Set daily goals. Establish priorities. Get it done.

Simple right? Everyone has daily responsibilities, limitations, and problems that have to be solved. Whether it is clocking in at the office at 8am (kill me!), dropping the kids off at school, or the plethora of soccer games and ballet practice everyone has things to do. However, unless that is literally your only job then how are you going to find time to sell real estate? How will you contact those potential insurance clients? HOW?

Goals. Figure them out. Set them up. Watch them fall.

Every day I have my schedule managed down to the minute. Yes, that is how meticulous I am with setting each day and what I am going to accomplish. The reason? It works. It gets me through…and makes sure that in advance I am planning to succeed and blocking time for what is really important.

Step 2: Eliminate Time Wasters

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I cannot tell you how much I hate traffic. Or the “unannounced” meeting with a colleague or family member. Don’t take me for a jerk, I certainly am not regarded as such, BUT my time is very important to me. I have to get things done. I have priorities. So, each and every day I work to eliminate things that literally are a waste of time. Time management, for me, is getting to everything every day – but in an organized manner and according to plan.

Here is an easy example: Have you ever found yourself watching a movie that you stumbled upon while flipping the channels? Yeah, THAT movie you have already seen 100 times. I bet you’ll tell a friend later that you “just didn’t have time” to get something done. Really? REALLY?

It starts with being honest with yourself, then you track it. Sit down, write down what you did all day every day for a week – down to the minute. I think you will start to see patterns, and amazingly you will “find time.” Does it mean you cannot watch movies or have downtime? Of course not…but schedule that in. Especially on days where you plan to be productive and make money. Understanding how you actually use your time, and eliminating things that are truly time wasters, is an important step to better time management.

Step 3: Operate in Blocks of Time

woman-hand-smartphone-desk

A great example of doing this wrong is the real estate agent who sits at their desk and answers emails all day. All of us know the feeling, we have 100s of emails in our inbox and not enough time to get to them all. Here is the thing – there is a difference between being busy and actually getting things done. Anyone who works in sales of any kind, or is an entrepreneur, can find a way to be busy all day long and accomplish nothing to grow your business.

For instance, if you are a real estate agent what is your most important task each day?

For instance, if you are a real estate agent what is your most important task each day? If your answer is anything but prospecting or lead generation, then in my opinion you are wrong! The activities that bring in new business should always be in the most important category, and then everything else comes after that. Show me a high producing agent, and I will show you some sort of system they have devised where they will reach out and prospect or farm on a regular basis. This is essential in the real estate sales business, everything else comes after that.

Therefore, if today is a “work day” and you are a real estate professional – sit down and make a priority list for the day. Then, and only then, place those tasks on a calendar and assign a certain amount of time to each. Work your way through the priorities and the time slots, and it is almost assured that you will have a more productive day. If you don’t get to something down the priority list, that’s ok because it just isn’t that important! You’ll get to it tomorrow.

What you will discover by time blocking is that it helps you organize days, weeks, months, quarters – LIFE and you will begin to discover how long you need to accomplish the most important of tasks needed to be successful. You can answer every email, all those texts, and even call everyone back daily if you set it up in an appropriate block of time. You’ll be amazed how much this will free you up from being attached to time wasting things like email and get you into what really helps you take your business and your life to the next level!