Real Estate and the Millennials-What Do They Need?

Real Estate and the Millennials -What Do They Need? By Rick Guthrie Thanks for returning back to my blog “Real Estate and the Millennials.” Today it’s about, “What Do They Need”? So far we’ve touched on; “How will They Find Us?; Attracting Talent and “What do They Want”? Now let’s look at what they need. […]

Real Estate and the Millennials -What Do They Need?
By Rick Guthrie

Thanks for returning back to my blog “Real Estate and the Millennials.” Today it’s about, “What Do They Need”?

So far we’ve touched on; “How will They Find Us?; Attracting Talent and “What do They Want”? Now let’s look at what they need.

According to the findings from Pew Research Center, on Millennials, they are Detached from Institutions, Networked with Friendsthey are also called “the generation of digital natives”. Technology to the millennial is not just an impact or a change in their lifestyle like it was to the boomers and gen x generation. No, to the millennial technology is a way of thinking, learning and encompasses a lifestyle they were, for the most part, born into.

Real Estate and the Millennials What do they need?The data points to fewer millennials seeing differences between political parties. This is certainly different than boomers. The average millennial investor has 52% of their savings in cash, compared to other age groups which has about 23%. Definite patterns have been developed certainly not unlike past generations.

Anyway, I’ve put together a few thoughts on what the millennial real estate professional needs to thrive.

  • They need a team environment:

Millennials tend to job hop. It seems to be over 2 major issues. A boss to subordinate relationship, (which they do not like) and fair monetary compensation. The interesting thing though is they would rather make less and be happy then make more and have no fun. They need a fun team environment.

  • The need for open thought and opinion:

Let’s face it, no one likes it when their ideas or opinions are shot down. Keeping an atmosphere that is not openly critical, opinionated or racially and religiously charged is important. 48% of millennials are racially determined as other than white. Racial discrimination will not fare well in the work place to the millennial and rightfully so. In short, they want to contribute as a team, to the end result, with little to no drama. Try not suppress opinions or thought.

  • They need to be represented and included in decisions:

Millennials feel that too much power is in the hands of only a few people. They need to be heard. They need representation in decision making activities when possible. Certainly a company would need to set standards to where millennial leaders could qualify to be involved in the decision making activities. That said, the input from millennial leaders is invaluable to the company and to them.

  • They need and organization who gives back:

This generation is particularly drawn to social and environmental causes. Ensuring that your company is involved in community and or social contributions through a team effort will go a long way.

  • They need an open work environment:

Rigid hours and floor time and the 9-5 attitude is going away. Now for some businesses that’s a tough one. However not for real-estate companies. Having a fun and open office environment that gets everyone in the office to participate in lead generation is a win-win. Having swipe cards for easy after hour access is a must. Maybe finding leaders that are more flexible with their hours to meet with team members after traditional hours could be a plus. Sounds like we may need more millennial leadership.

  • They need a technology driven work place:

I know you’re thinking more dollars but not really. The greatest technology is in the palm of their hand. You have nothing to do with that. What you can do is get friendlier wireless and blue tooth equipment that complements their smart phones, hand-helds and pads. Then get some great furniture and dump the cubicles and those old outdated PCs that they don’t use and are frankly a source of embarrassment for them.

  • They need the opportunity to collaborate:

Everyone, not just millennials, has the need to contribute. This group especially likes side projects. Remember it’s not all about the money. Provide them the opportunity to head up or belong to a committee. Maybe they could work on a community event or plan an office social hour. Provide them the opportunity to train others. This goes a long way.

The fact is that 75% of our workforce will be millennials in 2025. That’s just in 10 years. We need to grow our companies with that in mind. To do that we need to focus in on what their needs are and then meet them. Also, we need to look for that great millennial leadership that we can develop that eventually will replace us…… I know I am! Please call me if that’s you.

 

Research credit links. Forbes, Inman, Brookings, Pew Research Center

66% Company Dollar From Listings

66% Company Dollar From Listings Rick Guthrie is the Team Leader at Keller Williams Fairfax Gateway in Fairfax, Virginia.  66% of the company dollar at Keller Williams Fairfax Gateway office has come from listings.  Those who control the product control the market.  If you focus on listings, you will get listings! Go to your resources […]

66% Company Dollar From Listings

Rick Guthrie is the Team Leader at Keller Williams Fairfax Gateway in Fairfax, Virginia.  66% of the company dollar at Keller Williams Fairfax Gateway office has come from listings.  Those who control the product control the market.  If you focus on listings, you will get listings! Go to your resources to network to find homes to list!

So You Want to Sell Real-Estate. "The Listing It's Easy as A.B.C."

So You Want to Sell Real-Estate. A seven blog series to quick start your business Blog 6 “The Listing It’s as easy as A.B.C.” By Rick Guthrie So far we’ve covered; 1. Is a career in Real estate for you? 2. Your first step which is developing a book of business or a database 3. […]

Sell real EstateSo You Want to Sell Real-Estate.

A seven blog series to quick start your business

Blog 6 “The Listing It’s as easy as A.B.C.” By Rick Guthrie

So far we’ve covered; 1. Is a career in Real estate for you? 2. Your first step which is developing a book of business or a database 3. Then establishing your farm area. 4. Knowing your product5. You’ve got to talk with someone.

So everyone has heard the saying. “You have to list to last” in this business. After 15 years in real-estate I’m in whole hearted agreement. As a Matter of fact I’m going to say this, “You have to list to live or work for someone who does.”
I see agents buying up zip codes to get seller leads through Trulia and Zillow or maybe something similar. I’ve heard several agents and brokers outraged because they’re having a hard time competing against these larger organizations with all the dollars. So several are taking on the attitude “If I can’t beat ‘em join ‘em.” and I think that’s a personal decision which is fine. Now I’m not going to use this blog to state my opinion on the importance of always watching your local boards and who you’re allowing to buy your clients away from you, maybe another time. The fact is, the big players are pouring in lots of dollars to get top page placement and I really can’t see that going away. So you can’t beat them……..at their game. Their game is broad, yours should be narrow. Their game is expensive, yours should be cheap. Their game is not about personal touch, yours should be nothing but personal touch. So I hope we agree, that in your mind, this will be as big or as small of an issue that you want to make it.

When I was new in the business I was getting a tremendous amount of competing listing appointments through a third party relocation company. I can see on the horizon that happening for a lot of you that rely on a third parties for your listing leads. Now if you don’t want to compete for that listing go back to the number 2 blog in this series. The facts are irrefutable. If you stay in front of your database you will not need to pay $40 -$70 dollars for a “maybe” lead. But let’s say you are finding yourself more and more in a situation where you’re competing for that listing. Or maybe you’re new and you’re competing for everything because your database isn’t hitting on all cylinders yet.

Years ago I realized that sellers prefer to hear information in a certain order. If you ask yourself what would be the first thing a seller would want to hear? Well the answer of course is what their home is worth. Enter my A.B.C. listing.

The first section is the “A” section or “Agreement on Price”. I’ve found that if you’re talking about anything else first, at your listing appointment, the sellers are not really listening. So if I’m giving them my marketing plan first and they’re wondering what their home is worth at that point my information on my marketing plan is not really getting through. So in my “A” section I’m explaining in detail the pricing on their home backed up with comparable properties and illustrating why the market will bear that particular pricing strategy. Once I’ve done that I get their agreement before I move on. Once I get an agreement on price then I move to my “B” section.

The “B” section is for “Build Value”. This should define your marketing plan, your open house schedule or whatever you do to bring them a buyer. Understand that when you get an agreement on price a clock starts ticking. They’re wondering how much they’re going to put back in their pocket after they close. So move through this section quickly but still make it impressive and informative. If you do a pre-listing packet and drop it off it should be this Build Value Section or your Marketing Plan. When you get to this point in the conversation ask them if they’ve reviewed your marketing plan and do they have any questions. Then move on.

The “C” section quite simply is the Close. All this is for me is a customer estimated net sheet already filled out. Now I have a self-figuring net sheet and I know many do. It should be easy to explain and be padded with estimated buyer costs paid by seller. We want to show them worst case scenario what they’re going to be putting back in their pocket after a successful close. After that is my closing question and here it is.

“Mr. and Mrs. Seller do you have any questions? No…. Great! When can I get your house in inventory?

If there’s any concerns they will come out then. I like to get all of the concerns or objections out on the table at the same time. One you should not hear is a pricing concern because we agreed on price 15 minute ago. Hmm you feeling the love.

I have a pre-made template and I teach this in a two day seminar so agents know it inside and out. The presentation is kind of plug and play.

This is my way but not the only way to list. I’ve seen a tremendous amount of conversions from new agents with this program. There’s a lot of you out there saying, “I have a one page script and that’s all I need because I’m just that good”. That’s nice….

Blog you soon.

Real Estate Agent Classes April 22-25th 2014, Keller Williams Fairfax Gateway

Keller Williams Fairfax Gateway always has classes to attend.  Every week real estate agent classes are offered to new and seasoned agents alike. Below are the classes, times and description of each class that the office has to offer this week. So pick a class, pack a snack and come ready to learn! TUESDAY 4/22 […]

Keller Williams Fairfax Gateway always has classes to attend.  Every week real estate agent classes are offered to new and seasoned agents alike. Below are the classes, times and description of each class that the office has to offer this week. So pick a class, pack a snack and come ready to learn!

TUESDAY 4/22 10:30am KWFG Book Club “The Energy Bus” We only have this and one more session to lay the foundation for our study of The One Thing. Get On The Bus & join the discussion!

TUESDAY 4/22 1pm Contract Mastery – Contract Contingencies

TUESDAY 4/22 6pm Moseley’s EXAM Prep

WEDNESDAY 4/23 11am Contract to Close System A key to delivering consistently great client care, generating more referrals and getting to drama free settlements is all in the systems you consistently follow.

THURSDAY 4/24 9:30AM Create & Launch Customized Action Plans Erin Kavanagh is here to help you harness the power of e-edge to keep all of your client releationships and transactions on track and moving in the right direction. Bring your laptops/tablet to get the most from this workshop.

THURSDAY 4/24 6pm TOLL Brothers’ Casino Night @ Lenah Mills Join your Toll Brother’s representatives for an evening of fun, food and prizes – and tour their newest development! Detail are located in the workroom and via our online calendar.

THURSDAY 4/24 6pm Moseley’s EXAM Prep

FRIDAY 4/25 NO CLASSES/NO Money & a Meal – because – our new classroom projection system will be installed on Friday! Not only will this be a great upgrade to our current presentation system, but is will open the way to share real time training experiences with our sister Market Centers!

ABOUT MONEY & A MEAL…. We will celebrate our First Quarter Production Awards, April Birthdays/Anniversaries and Cinco de Mayo following our Team Meeting on May 6th so mark your calendars AHORA!

 

TECHNOLOGY – eEdge on the Go

Responding immediately to new leads and staying in touch with your clients has never been easier. E-Edge on the Go gives you access to newly mobile-optimized features. It’s your go-to mobile destination for your most critical business activities. And because it’s not an app, there’s nothing to download! See the video … http://collaborate.kw.com/eedge/eedge-go

Tech Training Live Webinars (Note: Times are Central Standard Time) – New Agents : Note Mondays!

4/21/2014 – New Agent Monday – Ignite Your Productivity with KW Technology – Session 8 – Find and Show Homes, Mon 2:00 PM – 2:30 PM CDT

KWU’s course “Ignite” has a single objective – to propel agents into immediate productivity. Ignite was also developed with KW Technology in mind. This webinar series will show you how to put Ignite’s models and principles into practice using KW Technology. ->Click Here to Register<-

4/22/2014 – Host a Virtual Team Meeting with Google Hangouts, Tue 2:00 PM – 2:30 PM CDT

If you’re part of a team, Google Hangouts makes it easy to connect with your team members even when you’re on the move and in different locations. Join this webinar to learn how to host a virtual meeting with face-to-face video, chat, screen sharing, Google Doc collaboration, and more! ->Click Here to Register<-

4/24/2014 – Get Organized with Google Drive, Thu 2:00 PM – 2:30 PM CDT

With Google Drive you can create, edit, organize, and format your documents to fit your unique business style and make you more productive in the process. Additionally, Drive is collaborative, cloud-based, and mobile-friendly which makes working with your team members easier than ever! ->Click Here to Register<-

4/29/2014 – Top Ten Ways to Share Your Mobile Search App, Tue 2:00 PM – 2:30 PM CDT

Now it’s easier than ever to share your branded app with clients and future clients. Join this webinar to learn the top ten ways to put this easy-to-use app into the palms of consumers hands right away, giving them an easy to way to connect with you immediately when they’re ready to move forward with their home search process. –>Click Here to Register<-

Looking forward to seeing everyone this week!

What You Can Learn from Tara Allen's Transition to Real Estate

What You Can Learn from Tara Allen’s Transition to Real Estate  by adminkwblog Tara Allen began her career as a real estate agent on July 28, 2012, but she’s already become a perfect example for what ambition and goals can help you achieve. In her first nine months as an agent, she sold 48 homes and […]

What You Can Learn from Tara Allen’s Transition to Real Estate

Tara Allen began her career as a real estate agent on July 28, 2012, but she’s already become a perfect example for what ambition and goals can help you achieve. In her first nine months as an agent, she sold 48 homes and also achieved her goal of paying off her student loans. By Feb. 28, 2013, she capped out, becoming only the third person to do so in the Sioux Falls (S.D.), market center. In 2012, her closed volume was $1.4 million.  In 2013 she saw an 87% increase, ending the year at $11.4 million in volume.

transition to real estate

“Ambition and success go hand in hand,” Allen says. “I am fortunate to have a natural drive within me. There are thinkers, and there are doers, and I am one who just does it and figures out the details as I go. You can talk yourself out of anything, but if you just go do it, you will be surprised at the opportunities that will be presented.”

Allen did exactly that when she made the tough decision to realize her longtime dream of becoming a real estate agent. Her father and grandmother encouraged her, the latter even giving her a Donald Trump book titled, Think Big and Kick A**.

“One day while my husband and I were out fishing on our boat, I was reading this book, and I looked at him and said, ‘I’m going to quit my job on Monday and go into real estate!’” she recalls. “My mind was made up, so that’s just what I did.”

Concerned about moving backward in earning potential, Allen immediately set a goal of making $100,000 her first year. She ultimately doubled that goal, which she credits to Keller Williams Realty.

Get Educated and Trained

“Choosing Keller Williams was my first and best decision as a new agent,” she says. “The models, culture, technology, extensive training and great mentors have provided me with all the resources I needed to get me to where I am today.”

Some of the most useful tools for her included reading The Millionaire Real Estate Agent and attending IgniteBOLD and Mega Camp.

“I took Ignite while I was waiting for my real estate license,” she says. “That helped me build a database, create my vision board and learn the importance of lead generating. About three months in, I finally had a couple closings and made some money, so I booked the trip to Mega Camp. I was really nervous, but it was one of the best things I could have done. Who better to teach me how to grow my business than a bunch of agents who are already successful? If you have the chance, go! I would not have achieved the level of success I have if it weren’t for the knowledge and motivation these opportunities provided for me.”

Find a Mentor or Someone Similar

Allen also found learning opportunities within the market center in mentors Tony Ratchford, the operating principal, and Patrick Showers, her team leader.

“Tony’s knowledge from more than 30 years in the business and his drive and passion for helping others accomplish their goals has helped me overcome many obstacles and has kept me moving forward to achieve more than I could have dreamed,” she says. “Patrick’s enthusiasm and ability to light a fire under anyone’s butt has driven me to try new things, think outside the box and create my own path to success.”

Create an Accountable Environment

Creating her own path to success included coming up with ways to build in accountability for herself, like completing her 411 and weekly coaching sessions with Showers, while also driving her daily motivation.

“Making a to-do list the night before helps keep me on task for what needs to be done each day,” she says. “A good morning workout with some affirmations also helps get your energy up and get you into the right mindset. Keeping a record of some of your accomplishments can help you to stay focused, too. For instance, each time I made a payment on my student loans, I would cross off the balance and write my new balance. Keeping that in reach helped me remember how good it felt to make that payment. I also have a chain that hangs from my office ceiling with 80 links on it, and for each closing I have, I get to cut a link off and put it in my ’80 houses in 2013′ bowl. You just have to find what works for you.”

Invest in Your Business and Your Brand

Allen’s primary sources of business are open houses, for sale by owners, door-knocking and networking events. She also invests in online marketing.

“I invested in Realtor.com, Trulia, Zillow and a Google Ad Word search. You don’t have to spend tons, but you should be putting a percentage of your earnings back into your business.” That rounds out to $875 each month, or $10,500 annually, for Allen.

What’s next for Allen? She’s enrolled in an MBA program with an emphasis on entrepreneurial leadership, and her husband is working to earn his real estate license as well.

“I am going to build The Tara Allen Team and set our goal for 100 houses in 2014,” she says. “I will keep us on track with weekly team meetings and just keep doing what I’m doing. I am excited to see what the future holds. If you are not setting high goals, then you are only cheating yourself. I knew setting and achieving my goals would offer me the financial freedom, flexibility and foundation that my family and I were looking for.”

The Four Fundamental Models of the Millionaire Real Estate Agent

The Four Fundamental Models of the Millionaire Real Estate Agent By:Rick Guthrie Rick Guthrie is the Team Leader at Keller Williams Fairfax Gateway.  He explains the four fundamental models of millionaire real estate agents.  The Four Fundamental Models of the Real Estate Millionaire is a great tool to success.The for fundamental models of millionaire real […]

The Four Fundamental Models of the Millionaire Real Estate Agent

By:Rick Guthrie

Rick Guthrie is the Team Leader at Keller Williams Fairfax Gateway.  He explains the four fundamental models of millionaire real estate agents.  The Four Fundamental Models of the Real Estate Millionaire is a great tool to success.The for fundamental models of millionaire real estate are:

1. Economic Mode

2.Lead Generation Model

3. Budget Model

4.Organizational Model

For more on this take a look at “The Millionaire Real Estate Agent” by Gary Keller with Dave Jenks and Jay Papasan.  This information specifically starts on page 120.  This is a great tool to learn and refer to for real estate agents new and old to the industry.

Millionaire Real Estate Agent

So You Want to Sell Real-Estate. "You've Got to Talk with Someone"

  So You Want to Sell Real-Estate. A seven blog series to quick start your business Blog 5 “You’ve Got to Talk with Someone”…. By Rick Guthrie So far we’ve covered; 1. Is a career in Real estate for you? 2. Your first step which is developing a book of business or a database  3. […]

You've to talk with someone
It’s not like you have to send a telegram to communicate these days.

 

So You Want to Sell Real-Estate.

A seven blog series to quick start your business

Blog 5 “You’ve Got to Talk with Someone”….

By Rick Guthrie

So far we’ve covered; 1. Is a career in Real estate for you? 2. Your first step which is developing a book of business or a database  3. Then establishing your farm area. 4. Knowing your product.

Now we’re discussing Lead Generation. “Yep, you got to TALK WITH SOMEONE”.

Lead Generation
Process of collecting names and contact information about qualified prospects which will be contacted by the salespeople for generating orders. …..businessdictionary.com/

I think it’s important to note that lead generation for the most part is a contact sport. You have to talk with someone. In earlier blogs we’ve discussed your database which includes you farm area. For simple math, based on the MREA model , let’s say you have a database of 5 core advocates, 50 advocates, 100 Allied Resources, 145 Targeted Mets and 200 Targeted Not Mets. That’s 500 contacts with different levels of what I call relative motivation. In other words, your relationship with them determines the higher level of motivation they have in helping you. Your family for instance would probably recommend you to everyone. They would probably be in your core advocate category. For a drill this week why not try something for giggles and grins and lead generate several of these groups.

My three no brainer lead generation techniques really never change. The message, the delivery and the content might, but the recipe so to speak doesn’t.

  1. Come from an attitude of curiosity
  2. Make an offer
  3. Solicit a response.

So we need inventory or seller listings…. what would your message be today?

Maybe this; “Hey Mr. Baker It’s Rick Guthrie, you know I’m running out of homes to sell do you know anyone that needs to sell their home? I’m offering a free detailed market analysis.

Try scripting something this week that uses this formula and “TALK WITH SOMONE”

I’ve been hearing a lot of my agents saying that they have buyers that are looking for a specific subdivision but there’s limited listings. They need the “Specific Person” approach.

This lends itself to an incredible opportunity. One of my mentors, when I first got started in this business, was gentleman out of Colorado Springs named Jim Skadden. Jim had told me about a family that needed a certain subdivision because their daughter had to be close to a specific bus stop due to her special needs. He knocked doors in that subdivision and explained that he had a buyer that needed a home in that subdivision and why. Of course you know the end of that story. Jim was able to find someone willing to sell. They sold because of the special needs girl. Jim called this the specific person approach. I’ve used that approach over the years when it applied with terrific results. So if you have a family with a need and no home to buy, door knock and explain that need. Look at the touches you could make over a weekend. People are willing to help when given the opportunity. But you have to “TALK WITH SOMEONE”.

Another example.

My first half year in business I was up for a cooperate award that most first year agents didn’t get. It was the 1st of November and I was complaining to the owner of the company that if I would have closed only 5 more sides before the end of the year I would have gotten the award. (Did you notice all of that statement was past tense?) After my ramble, he said “Why are you telling me this.” Taken back, I told him I thought he’d want to know. He said, “It seems to me you would want to tell your past clients how close to your award you are and see if they could help you with referrals”. Needless to say that was a big ah ha moment for me. I called everyone and exceeded my award requirements by 2 transactions. Oh yeah…. to do that I had to “TALK WITH SOMEONE”.

So the morale of the blog is that you need to lead generate and “TALK WITH SOMONE”.
My definition of a sale is an “Emotional decision based on Conflict” So go stir up some conflict.

Blog you later

Real Estate Agents "Peeling Back the Onion"

Real Estate Agents “Peeling Back the Onion” By Rick Guthrie Rick Guthrie Team Leader at the Keller Williams Fairfax Gateway office in Fairfax, Virginia. Today Rick is discussing the four elements of real estate that haven’t changed since the beginning of real estate. The four things that haven’t changed in real estate are: 1. The […]

Real Estate Agents “Peeling Back the Onion”

By Rick Guthrie

Rick Guthrie Team Leader at the Keller Williams Fairfax Gateway office in Fairfax, Virginia. Today Rick is discussing the four elements of real estate that haven’t changed since the beginning of real estate.

The four things that haven’t changed in real estate are:

1. The Seller that all they want is a buyer!

2. The Buyer only wants a home!

3. A home that isn’t selling is over priced.

4. You need a talk with someone!

The fourth one is the most important since you have to talk to someone to get a buyer or a seller. So the most important thing you can do to get a career in real estate going is to talk to someone.

For more information about Keller Williams, and the upcoming classes in our offices please contact me here.

Real Estate Agents

So You Want to Sell Real-Estate. Know Your Product

So You Want to Sell Real-estate. A seven blog series to quick start your business Blog 4 Know Your Product…. By Rick Guthrie So far we’ve covered; 1. Is a career in Real estate for you? 2. Your first step which is developing a book of business or a database  3. Then establishing your farm […]

You want to sell Real-estateSo You Want to Sell Real-estate.
A seven blog series to quick start your business
Blog 4 Know Your Product…. By Rick Guthrie

So far we’ve covered; 1. Is a career in Real estate for you? 2. Your first step which is developing a book of business or a database  3. Then establishing your farm area. Now we’re going to talk about knowing your product.

If you’ve taken the DISC assessment you’ll need to refer to your profile a little bit. Some of you that are high “D” type of individuals will not be patient enough to do this next step consistently. The main reason is you like immediate results and you have a higher level of impatience. I’m sure there’s a lot of you that will argue that point. (Oh by the way for the most part a higher “D” is more argumentative.) So you will need to carve out a couple of hours every other day for the activity we’re going to talk about. Back to the DISC, the ones of you that have a higher “SC” assessment will love this activity because you are what I call my pencil sharpeners. What I mean to say is that you’re very methodical and you have a need to understand everything before you want to be face to face with a client. You will have the tendency to overdue this activity and replace lead generation time with this because you would rather know all the information first and before you will talk with someone about real-estate. So again just 2 hours every other day is my suggestion.

So as you’ve seen in the title, we’re talking about knowing your product.

When we build a unique value proposition , product knowledge or being the resident expert is so important. The first time I heard a new client say to me, “Rick you know more about my home than I do”, it made me feel pretty good and validated my hard work at becoming the area expert.

I suggest previewing at least 2 homes every other day starting with your farm area. Take detailed notes on different models and floor plans to include different elevations on the same model. Back in the day I went to new build subdivisions and got all of their floor plans and kept them in a 3 ring binder. While I was there I built relationships with their sales staff and managers that actually brought me a whole boat load of business later on. How? People that buy new builds quite often have to sell a home first. Typically the salaried new build agent doesn’t list re-sale properties.

So now that everything is virtually driven you can load and save files of floor plans of properties in your area. With that, your farm area may not have a lot of new building going on. Here’s what you do. Find out who the primary builders were and seek out the information on those models. You can always find out information on discontinued models if you go deep enough. By the way there’s that one on-site new build manager that has been with the builder for decades. This is your best resource.

Pre-viewing real-sales is equally important. You want to know the activity in your subdivision. Keeping track of what’s on the market and for how long is so important and adds to your unique value proposition. Grabbing that info off of the MLS is O.K. but seeing the inside of the home first hand is better. I always loved to say, “Yeah I’ve been in that house” when using it as a comparable in my listing presentation.

Now with buyers, previewing properties on their behalf is a huge value proposition. Typically buyers have limited time. Knowing what’s on the market and previewing that ahead of time is huge. “Mr. and Mrs. Buyer, based on what you’ve told me, I previewed a home last week that would be perfect for you”. “I’ll set up a private showing”.

So preview at least two every other day. Open houses are easy previews. There’s a weekend activity.

Don’t replace lead generation with this activity. There are several studies that show our brain is better wired to focus on lead generation in the morning so in my opinion preview in the afternoon.

So get out there and preview…….Blog you soon!!!!

BOLD Law: You Teach People How to Treat You

BOLD Law: You Teach People How to Treat You  by adminkwblog Ever wished someone treated you differently? Maybe it was a friend who cancelled dinner plans at the last minute, or maybe a colleague took the sole credit on a task the two of you completed together. In either of the above examples, you could change […]

BOLD Law: You Teach People How to Treat You

Ever wished someone treated you differently? Maybe it was a friend who cancelled dinner plans at the last minute, or maybe a colleague took the sole credit on a task the two of you completed together. In either of the above examples, you could change the end result of hurt feelings or dissatisfaction in the future by following the BOLD Law of “You teach people how to treat you.”

The easiest way to follow this BOLD Law is by letting people know exactly what you expect of them and how you expect them to treat you. You could let your friend know that, because of your tight schedule, you need more notice if she won’t be able to meet you for dinner, and you could tell your colleague that shared work should receive shared credit.

BOLD Coach John Prescott shares an example of an agent who repeatedly tells a buyer to call him at any time but then gets upset when that buyer calls at night or on a weekend.

“Tell clients your limitations when you’re working with them,” Prescott says. “If you don’t want to work nights or weekends, let people know you expect that.”

Learn how BOLD can teach you communication strategies to put this Law into practice.

[youtube]https://www.youtube.com/watch?v=JN5fb486cZA&list=PL225A023DC0026F8C[/youtube]

For more information about Keller Williams or joining the DC Team please contact Rick Guthrie by clicking here.