Confidence Comes From Training

Confidence Comes From Training At the Fairfax Gateway Keller Williams office, in Fairfax, Virginia there are training classes offered each day of the week.  Monday through Friday there is at least one class that goes on in the market center that you can attend. Ignite classes, the Listing it’s As Easy As ABC and Champion […]

Confidence Comes From Training

At the Fairfax Gateway Keller Williams office, in Fairfax, Virginia there are training classes offered each day of the week.  Monday through Friday there is at least one class that goes on in the market center that you can attend.

Ignite classes, the Listing it’s As Easy As ABC and Champion Title’s Builders Contract How To, just to name a few of the classes that are going on in the Fairfax Gateway Keller Williams office this month.  Contract Mastery class goes over one of the different aspects of the Virginia Contract each Tuesday at 1:30. Listings It’s As Easy As ABC is a two day seminar all about listing a home and how to give a great listing presentation to your clients.  In the class there will be a full listing presentation that will show you how a listing presentation should be done and to better prepare you to be the expert listing agent.

To be the best real estate agent you can be you have to have confidence and the best way to gain that is through training and practice.

If you would like to talk with me about moving to Keller Williams, ways to increase your business or just to introduce yourself please contact me. Look forward to hearing from you!

Fairfax Gateway

Rule of Nines- A Recipe for an Instant Profitable Database

Rule of Nines – A Recipe for an Instant Profitable Database By Rick Guthrie So how important is a database? Well according to NAR, 64% of all of home sellers in 2013 found their agent through family and friends or had used that agent in the past. Also, 65% said they would use that agent […]

Rule of Nines – A Recipe for an Instant Profitable Database

By Rick Guthrie

So how important is a database? Well according to NAR, 64% of all of home sellers in 2013 found their agent through family and friends or had used that agent in the past. Also, 65% said they would use that agent again. So I would say a working database is the most important business tool you have. I believe it can be the most cost effective with the greatest return.

All of that said, traditionally I find agents as a whole don’t and won’t focus on their database. Yes, this includes the veteran agents.

New agents, veteran agents here’s a quick way to kick start, immediately, a very profitable database. I call it my “Rule of Nines”. Here we go:

  1. Identify Nine of your closest friends or family. (We call these Core Advocates.)
  2. Get their permission to send them market stats and general real estate info.
  3. Explain to them how important this is to your career and place them on an 8X8 and 33 touch.
  4. Ask them if they could identify Nine of their closest friends and family that you could call to put on the same program.
  5. Explain how crucial this is to your success.
  6. Contact those Nineand put them on an 8X8 and 33 touchThe Rule of 9

Quick Math ….. 9 Core Advocates plus 9 of their Core Advocates is 90 in your database immediately.

Research shows, that for every 12 people you connect with in this way, you should expect to net 2 sales. For these 90 that would be 15 sales. Pretty awesome right? I’m finding that agents with no limitations on their thinking get immediate results from contacting their closest Core Advocates. Now if you have someone who is uncomfortable helping you with this, in my opinion, they’re probably not a true Core Advocate.

 

Once you get this in place start filling the rest of your database using the systems, tools and methods outlined in the book “The Millionaire Real Estate Agent”. If you don’t have this book email me at rickguthrie@kw.com and I’ll tell you where you can get one.

I really encourage you to get this set up quickly utilizing your closest friends and family.

“The rule of Nine and you’ll be fine”

Blog you soon

Watch Out for Real Estate Traffic

Watch Out for Real Estate Traffic By: Rick Guthrie We as real estate agents need to watch out for real estate traffic as we head into the fall, which is when the real estate industry starts to slow down.  We need to be constantly researching the real estate market as the number of houses that […]

Watch Out for Real Estate Traffic

By: Rick Guthrie

We as real estate agents need to watch out for real estate traffic as we head into the fall, which is when the real estate industry starts to slow down.  We need to be constantly researching the real estate market as the number of houses that are being listed and sold change. Agents need to be reporting to our sellers to keep them educated about the market and where it is heading.

A good agent is watching the housing market, a great agent is educating their clients about the market as it does change.  So, if a house isn’t selling it is most likely over priced.  As the market slows that would be the best time to be taking a look at other houses in the area that are on the market or have recently sold.

After doing your research, re-educating your seller about what their house should be listed at is a way of keeping your clients knowledgeable, about the industry.  Not only should you be contacting your sellers when the market is changing but you should also be following up with them about once a week.  You should be letting the sellers know about the feedback you are receiving from other agents about their home.  If people aren’t calling to see the house then that should be a big indicator that the house isn’t listed for the appropriate price to bring buyers in to make an offer.  Make pricing your focus this week!

If you would like to talk with me about moving to Keller Williams, ways to increase your business or just to introduce yourself please contact me by clicking here.  Look forward to hearing from you!

Well it's About Time-The FOCUS Triangle

Well it’s About Time – The FOCUS Triangle By: Rick Guthrie We’re back on my blog series “Plane, Space and Time”. Thanks for reading. I want to continue with the blog, “Well it’s about time”. Last time we ended with the understanding that we would be discussing more on planning. Remember I wrote, “It’s all about […]

Well it’s About Time – The FOCUS Triangle

By: Rick Guthrie

We’re back on my blog series “Plane, Space and Time”. Thanks for reading.

I want to continue with the blog, “Well it’s about time”. Last time we ended with the understanding that we would be discussing more on planning. Remember I wrote, “It’s all about knowing, having and doing”? Let’s expand on that with this great tool. This is too cool!

I would like to give credit where credit is due, but honestly I can’t remember who to give it to. All I know is this tool has morphed into something I got from someone. I’m guessing either Gary Keller and or John Maxwell or a combination of both. That said, I use it all the time. I call it the “Focus Triangle”.

When you have your “One Thing” that you need to accomplish, this is a great planning tool and crazy/simple to use. FOCUS triangle   Basically just draw a large triangle on a sheet of paper. In the middle of the triangle write in  what you need to accomplish. On the left side of the triangle write the word KNOW, on the  right side the word HAVE and on the bottom the word DO! Then draw four lines beside  each word and number those lines 1-4. Now as you can see, I have made one up and saved it  so I can grab it off of the computer any time I need it. If you want one, just email me at  www.rickguthrie@kw.com and I’ll get you one. So let’s put together a quick plan for our  Focus Triangle.

Let’s say you wanted to drop expired listing packets tomorrow, it may look like this;

 

What do I need to KNOW?
1. The Newly expired listings from the MLS
2. If they have been re-listed with another Realtor®
3. Quick stats on the property and area
4. Owner Information and if the property is vacant, the owners phone number

What do I need to HAVE?
1. The proper number of expired packets
2. A practiced great expired script
3. Routes and maps to the various expired occupied homes
4. A full tank of gas

What do I need to do?
1. Get up early
2. Door knock those expired listings on the way to the office
3. If no one is home, leave the packet. (I like to roll it up and put it in the garage door
handle.)
4. Follow up with a phone call and put them on a daily 8X8.

There you made an easy quick plan. Now all you have to do is follow the plan. You’re saying to yourself, “That sounds too easy”…… It is!

You can use this for any type of lead generation, marketing planning or just doing the Saturday yard work. When I have a lot I think I have to do, I use this and I start doing the things I need to and should be doing. There is a difference. Again, I would prepare your Focus Triangle the night before so you’re ready to go the next day. Believe me you’ll feel like you’ve accomplished tons!

Blog ya’ soon

Is it Zulia or Trillow? Agent Please!

Is it Zulia or Trillow? Agent Please! By: Rick Guthrie How is the Zillow Trulia merger going to affect my business? That is what I have been asked all week by agents. If you have made it through the previous issues that have affected the housing industry why wouldn’t your business make it through this? […]

Is it Zulia or Trillow? Agent Please!

By: Rick Guthrie

How is the Zillow Trulia merger going to affect my business? That is what I have been asked all week by agents. If you have made it through the previous issues that have affected the housing industry why wouldn’t your business make it through this?

The way to have business is through relationships.  If you haven’t been working on finding your business through contacts then you probably don’t have much of a business.  Most people want to work with someone they know not the brand, or company but the person.  Don’t let a little blip on your radar keep you from accomplishing what you need to get done today in order to keep helping clients buy and sell their homes.

zulia or trillow