Figuring Out Your Why?

If you want to make it in residential real estate, we

need to begin with your WHY?

WHY Residential Real Estate?

WHY are you going into sales?

WHAT do you want to accomplish?

WHAT are your goals?

Quick Quiz #1

Do you Love Houses, Interior Design and Staging?

Do you love working with people and listening intently?

If you answered “B”

CONGRATS! You are in the RIGHT PLACE

Selling, Sales, and Residential Real Estate is about connecting, talking to, and becoming likeable to as many people as possible

It has very little if anything to do with houses, staging, and interior design: THIS IS WHAT inspectors, stagers, and interior designers are FOR!

Now that we have that all clear, your goal is to become a student of human psychology…

My Top Tips for Instant

Success

DO NOT spend time in the Real Estate Office– AVOID IT LIKE THE PLAGUE if you can

Do NOT HANG OUT with other realtors!!! You need to be in the community: helping, meeting new people, and networking!

Think of your day in segments: You have to prioritize, since there is no one else to do it for you: PROSPECTING and SELLING are your most important TO DO every single day…

If you can, set up coffee dates with friends at Starbucks, Peets etc., treat them to coffee and let them know how much you love your new career in Residential Real Estate, then ask, do you know anyone who is thinking of buying or selling right now?

Always BE LEARNING

Watch at least one TED talk a day to master postivity, body language, and getting things done that you don’t necessarily want to do but have to do to stay in business

Read Dale Carnegie’s Book: How to Win Friends and Influence People

Read Napoleon Hill’s Book: Think and Grow Rich

Read Fredrick Eklund’s Book: THE SELL

Read Robert Ringer’s Book: To Be or Not to Be Intimidated

Read Arianna Huffington’s Book: THRIVE

You are Your SALES

Come to work each and every day DRESSED FOR SUCCESS

If you can only afford one amazing outfit that is perfectly tailored for you, wear it every single day until you can afford more

Wear your best shoes, handbag, watch, jewelry etc.

Sales is somewhat of a “smoke and mirrors” business– you need to look and act the part of a super successful person in order to SELL and to SELL WELL

Your HAIR should be groomed, Ladies, you should be wearing makeup and looking your best!

Check your teeth, check your nose, check your breath… You need to delight the customer… You can’t do that with lettuce in your teeth and stinky breath!

Think about your overall

appearance…

Are you in excellent physical health, shape? Maybe it’s time to join a local gym and BONUS! You can meet prospects while working out!

What kind of car are you driving? A two-seater is not acceptable for showing Buyers around…

If you can afford it, LEASE a new entry-level vehicle to show immediate success to clients…

Whenever someone asks you how the business is going, ALWAYS ANSWER, “GREAT! I love my job! Do you know of someone who is thinking of buying or selling right now?”

The topic of buyers…

If you want to do a great job for your clients, you need to think about doing things differently than every other “average” agent out there…

What value are you bringing that they aren’t?

For example, try NOT to have buyers meet you at the property, put them in your car and you drive… Have all the properties already loaded into your GPS so it’s seamless!

Have a cooler packed with drinks and treats for them…

Go the extra mile for your clients

Success in Sales is Primarily

about a POSITIVE mindset

Do NOT spend time with negative people or people who complain about everything in their lives

You need to be HAPPY and UPBEAT in order to sell and sell well

If you have people in your life that “keep you down”, start monitoring how you feel after you spend time with them and how it affects your sales

Ask the negative people in your life to be more positive or say, “Let’s focus on the positive”

LEARN…

The Law of Abundance

The Law of Accountability

The only thing we are limited by is time itself

I can give you a roadmap to success… It’s SIMPLE but NOT EASY

#5secondactivationenergy … YES, we are watching a TED talk right now

Our Ted Talk for Today

https://www.youtube.com/watch?v=Lp7E973zozc

MEL ROBBINS

“How to Get What You Want”

Think about…

All the People You know Right now who may need to buy or sell a home…

When someone asks you, “How’s the Market?” SAY… “It’s Great! Are you thinking about buying or selling a house today?”

Set as many “Starbucks or Peet’s” dates as you can with friends, family, former co-workers. You want them to connect you with as many people in your community

Do not spend time in the real estate office. Do not spend time socializing or speaking to “negative” realtors who are stuck in a mindset of “lack” – keep in mind this can be as high as 80%. It’s been shown only about 10-20% of all the agents out there are actually selling full time and are productive

Coaching…

Everyone in Sales needs some sort of coach/accountability partner/ mentor

Find someone you want to emulate and treat them to coffee/tea/lunch – ask them questions and LISTEN

Listen not to respond but to really understand and comprehend what the person is saying

Figure out what style of coaching/mentoring/training/prospecting works for you and RUN WITH IT

TRY everything quickly and you’ll know very fast what resonates with you and what doesn’t!

Tom Ferry says there are 21 lead generation pillars– the top agents have mastered and are working at least 4-5 lead generation pillars

My Top 5 Lead Generation

Pillars

1) ONLINE LEADS : Zillow, Trulia, Yelp, etc

2) Community/Neighborhood Networking and People

I know in the community

3) MAILERS

4) Facebook/Social Media Marketing

5) Referrals and Repeat Clients

Find…

The communities you LOVE and work those areas

It’s harder to sell in an area you don’t love or wouldn’t want to live in yourself because your customers will pick up on your passions, likes and dislikes

Think about your ideal client– what does he or she look like? How do they like to communicate with you? What value are you bringing to the table for them?

Are you selling discount OR value?

If they say…

How many years have you been in Real Estate? Respond, “OH, it feels like forever” with a big smile on your face.

“We’re just looking”, or “We’re going to think about it” that’s a key to close, Say, “I’m here, You’re Ready, Let’s just do it!”

Always Stay Positive and Smile

If you don’t know the answer to their question say, “I Don’t know but I can find out for you, are you thinking about making an offer on this home?” You are double-checking for blow-away agent dialogue

Remember RE is a NOW business. If they say, I’m thinking about listing my house in 6 months, set an appointment for that week, if possible that night or tomorrow… People have a difficult time communicating they want something right away– BE the First AGENT in!

Your Support System

Is your Family: Husband, Family, Kids, Spouse, Parents supportive of you entering this career?

This is a nights and weekends business– is your spouse, significant other ok with that?

You need to be responsive and answer your phone and text messages promptly– if a client calls at 7 PM at night, I will step away from where I am to answer the phone

Sometimes you need to spend money to make money. Think about where your money will best be spent. Don’t buy a new laptop right away, don’t spend money on open house signs*, spend money on things that are urgent and important

When all else fails…

Listen to your Gut. What feels right to you in the situation often is right. If you don’t feel right about working with a specific client, refer them out or fire them– nothing is worse than getting bogged down by a “crazy” client, especially when you are new to the business.

Remember, you fail a lot before you make it– Adriana’s story cue

If you’re not ok with being rejected, this is not the right business for you– it’s a business of going through the “Nos” to get to the “Yes” –Persistence pays off in the end

Recognize quickly if this is not what you want to do. Prospecting and generating leads is not for everyone. If it isn’t, QUIT asap and go out and do something that you LOVE, that you’re passionate about.

A Social Media Memo

Always show success, positivity, happiness on social media

NEVER EVER share religious, moral, political or otherwise polarizing views on facebook, instagram, twitter etc!!! DO NOT LIKE status updates that share these things either– sophisticated social media users can see what you are doing

REMEMBER social media is public, trackable, and traceable. If you wouldn’t say it on a live TV broadcast, don’t do it on social media

Post candid pictures of you doing well in real estate as much as you can… don’t post boring tour pictures or announce you’re at open house– think about what is exciting and relevant for you to read on social media

Be your authentic self. If you love luxury items, share it on social media. If you love hiking outdoors, share pictures of yourself hiking in the community.

For Long Term Success…

Plan to be a listing agent

Do things differently from other agents when you list… Pay for the more expensive sign. Have bright, clean, new lockboxes. GO out and make key copies for the client. Label the key in the lockbox. Hire a professional photographer. Do extensive open houses. Make sure the home shows well. Light bright and area. YOUR fliers are your marketing for your next listings… make them special, high quality, and unique

Go out and get your clients more. Make the situation a multiple offer situation as much as you can and use a multiple counter to drive up the price. You are there to get the “highest possible price” for your client!

Say I want to do such a good job for you that you’ll never want a friend, co-worker, neighbor, or family member to ever buy or sell another house without me, in other words, mr. and mrs. Seller, I want to be in your real estate lives forever.

Don’t be the “Cheap”

Realtor

Outsource as much of the transaction work as you can once the home is in escrow… You are paid to sell and negotiate. The other work can be outsourced to an assistant, transaction coordinator etc.

Put a dollar value on your time. Could you be selling instead of cleaning your house? Think about hiring a maid once a week so your time can be better spent

Hire a book-keeper, hire a marketing person. Hire an assistant. You are there to sell, sell, sell! If it isn’t directly related to selling, don’t do it, unless it’s for fun/hobby/ family time

Do NOT try to photograph your own listings or design your own fliers! This is embarrassing and not the right way to sell! Remember, your reputation is everything!

If you want to contact

me…

Please call or text me on my personal cell phone at 805-807-1898

Please don’t email me

If you want to hold one of my listings open, please EMAIL my assistant, Amber Sidensol at assistant2adriana@gmail.com

How many of you will reach out to me after this class? Remember, you’re in control. Always think of the law of 80/20… 20% of you will do really well--