Hitthegroundrunning

HIT THE GROUND RUNNING MOTIVATIONAL IDEAS FOR REALTORS

Show up early and work late. Work until you reach your daily goal each day then take the rest of the day off.
Wear you nametag everywhere you can and try to be in places where the most people can see it on you.
Anytime anyone asks you how you are doing; always brighten up and give a positive answer with a smile.
Always ask, “Who do you know that is in the market or is thinking about getting into the market I should call.”
When you get a sales call, before you hang up, always ask, “Were there any others I can tell about?”
On open houses, pick out something to walk them to which allows time to build rapport, and then let them look without you.
Ask for reference letters when you hand them the keys and use them in listing presentations and in buyer interviews.
Take a master net worker to lunch; ask if you can be in their circle of friends to help your network grow.
Ping weekly, monthly, quarterly and semiannually depending on their level to your business.
Work the new construction properties and get to know the on-site realtors too for a good referral source.
Get to know the mobile home sales guys for fallouts that they can refer to you.
Network with realtors in other MLS markets nearby to good referral sources.
Investigate the monster.com, peedeehelpwanted.com & careerbuilder.com for HR mgrs to work with on recruiting relocations.
Spend time in new businesses getting to know the new employees that might be relocating into your market.
Take a HR Manager to lunch and ask to be on their recruiting team for new relocations.
Ask for the business or someone else will.
Know the ownership questions and when to ask for getting buyer/agency and in signing the offers.
Use the Ben Franklin analysis to get buyers off the dime.
Use the name game when looking at properties.
Lighten up and your buyers or sellers will enjoy you more and are more likely to work with you better and refer you.
Ask renters for a quick check to see if they are better off buying.
Ask FSBOs if you can give them some quick tips on how they can increase their chances.
Ask FSBOs if you can pre-approve their buyers for them in screening them out for them as a free service.
Tell the FSBOs about the 4 types of buyers, contingency, investors, first-time home buyers and relocations.
Advice the buyers to always make a counter offer to make sure sellers don’t walk away thinking they gave it away.
Listing presentations should contain 25% info on pricing.
Take sellers out to see the competition so they can help you decide on the value of their home.
Play the “price is right” to make the looking at competitive homes more fun.
Contact your sellers once a week with an update and interview all lookers on what they thought about the house.
Ask, “Are you going to be paying cash or will you be getting a mortgage for this house? In a non-threatening way.
Your ending goal is to make sure the sellers are happy with the outcome so they will refer and ask for leads.
Some of the best times to ask for referrals are when you are looking at houses when the excitement is the highest.
Take pictures of the homes with a Polaroid with your name on it so when passing around to friends, you get noticed too.
Your best buyers are pre-approved or paying cash and have a real need to buy in your market now.
Take pictures at the closing in front on your sign, have framed and give as part of your house warming gift.
Give a house warming party. Tell them to invite family, new neighbors, friends and wear tag while pouring punch.
Network in grocery stores right after work, Lowe’s on Sat morning, parades, festivals, carnivals, etc.
Build rapport by emulating their body posture and tonalities.
The power of the pause is the most important rapport building tactic.
Your first close is getting them into your office so can build more rapport.
Tell the sports agent analogy and seller’s agent analogy when getting the buyer/agency agreement signed.
The wall of fame is another way to help them see that they are fortunate to get to work with you.
Program me into your cell phone for a quick, dependable, pre-approval over the phone.
Open houses don’t have to be on Sunday afternoon. Try Sat morning and Friday afternoon too.
Open houses are showing you work hard for your sellers and for picking up buyers.
Listing sheets are a great way to promote your listings and helps your buyers see their purchasing options.
Put together a team to promote with me for your one-stop shopping.
PPRP is a great way to help you solidify their interests and builds the sense of urgency.
Find a mentor and copy what they do and ask for tips and advice.
Promote your broker, your brand and your energy, follow-up skills, enthusiasm and other experience for now.
Buy a Franklin Planner and every night; plan your next day’s activities in ABC 123 order.
Only take notes in the planner and not on disposable note pads.
Attend BOR meetings and realtor open houses and hold your own realtor open houses too.
Study your market and your profession every chance you get.
Become an expert on VA and FHA and PMI and piggyback loans.
Know the average days on market, average sales price for your market and your numbers too.
Keep in contact with past clients and always ask for future 3^rd-party referrals.
When you get a 3^rd party referral, take them and the one giving it to lunch and set the expectations.
Open an active rain profile and promote it on your website linking to the broker’s site for much visibility.
Have fun, work hard and play hard and make tons of friends and money doing it.
Never eat alone and never eat in when you should be networking.
Call at least 4 people before eating alone to get credit for asking.
Start a newsletter and hot new listings email campaign to your prospective buyers.
Only go to the office if you have work to do there, meeting clients or on floor duty. Otherwise get out and network.
Just being at work is not working. Do your studying and reports at night.
Make a game out of seeing how many you can contact everyday and compete with your colleagues.
Look for vacant lots and houses and try to get their listings.
Give your FSBOs a flyer on how to sell that shows the security and safety issues and work involved.
Keep your inbox clean and organized for quick replies.
Always write and answer questions as best as you can.
Give the best service you can give, always.
Treat everyone like they are your best friend or family.
Let your clients know your cell phone and tell them to call you anytime.
Set time and date expectations and hold them to them. Don’t be vague on this.
When you get an offer, always call other lookers to advice so they can get off the dime to secure the best deal.
Call your ping list any time they make the papers, etc. And send a nice personal note or email.
Call you ping list during lunch to save time so can leave a message. It’s the thought that counts.
Start a postcard campaign. Send out coupons with them to make them worth more.
Educate your sellers early on how to interview their listing agents and they meet with them.
For bad listings, tell them to try to FSBO it first then call you when they are ready to list reasonably.
Make sure your sellers know that please don’t fire me over the sales price. Look for overall service.
Ask the sellers what they think it is worth first and then show them your research and let them tell you the real price.
Pick lenders that can get you a HUD statement days before the closing and not the hour of closing. Pick us!
Do a cheap and fun dinner and a movie with popcorn, video coupon, 2 liter coke and pizza coupon.
Find new restaurants, etc that will provide coupons for your closing packages among other things.
Sponsor a first time home buyer’s seminar and focus on credit and the home buying market.
Use our free mortgage resource center website for good customizable marketing materials.
Promote me by telling your buyers that “let me have Sam call you to discuss your mortgage options”
Educate yourself on mfg homes and the requirements for selling/buying them.
Get a nice real estate sign for your car with your cell phone number.
Always leave business cards with nice notes for good service.
Ask friends that own their own businesses if you can leave a card display.
Have your title of Realtor or Real Estate Broker with your logo on your personal checks and use them often.
Give your family and friends a stack of your cards and tell them how to promote you. Give them permission!!
Set a daily goal of talking to or emailing or calling 20 people a day.
Most realtors don’t make it because not putting in the effort but the ones that do are doing very well.
If they cannot get approved, ask about their family that might be able to help. Call me and I’ll help with this.
Try getting a truck for the office for your buyers to use as another service you provide.
With the truck idea, have plastered with your graphics and park beside the highway for more advertising.
Be as friendly as you possibly can as much as you can. Your smile is your best advertisement.
Frivolous offers need thorough explanation and understandings.
Go after the expired listings; the fastest way to get listings. They are primed and ready to sell with better handle on price.
When you know the sellers aren’t going to re-up with you, refer them to a colleague and promote them for a referral fee.
Educate your listing prospects on how it is done ASAP before they sign up with a competitor, then schedule the appt.
Look in the want ads for professionals needed so you can take the HR Manager to lunch.
Smile and greet everyone you meet like they are your best friend and the most important person you met all day.
Don’t gossip or say anything negative about anyone, anytime, anywhere. It will get back to them, eventually.
Take a builder to lunch! Show your enthusiasm and work up a plan to help them sell more houses.
Make it a habit to ride through new developments looking for prospects that you can introduce yourself to.
Remember that new construction homes attract buyers that don’t have agents for their listings too.
Use email to show prospects the ‘hot new listings’ and to keep your name in front of them.
Eat in restaurants that have the real estate books in the lobby and look for people reading them to talk to.
Push yourself. Have daily goals in contacting people and don’t quit until the goal is reached. Then, take off!
Ask questions to get them talking. Pause and listen… Pausing let’s them know you care to hear them…
Develop an apartment mailing list for all apartment complexes to “current tenant” promoting services and “hot list”.
Ask your existing clients if they know anyone and give them permission to promote you. They are likely to hear..
Put together a team that you can promote. Atty, mortgage (me), inspector, appraiser, etc. Networking 101
Volunteer to do a talk to your civic organization on the housing market, trends, etc.
Think about writing a weekly column in the newspaper or start a blog site like on www.activerain.com.
Have a great mortgage guy in your cell phone to take your calls anytime. Program me and I’ll make you proud.
Buy leads. If you are a “go-getter” and if you will call them, these can work well for you.
Jelly bean and airplane ideas for your FSBOs.
Think about buying Google Ads or HomeGain leads to support your online sites.
Hand out business cards anytime your career comes up in a conversation in a store, etc.
Meet with HR and principals in the schools to help in recruiting new teachers.
Also walk prospects through the schools. This helps you and them in many ways. Principals love promoting schools.
Attack the ‘But’ stall head-on. The longer you let it ride, the less likely you will close.
Spend time in schools getting to know teachers and how the school operates. The more you know, the better.
Review your goals constantly and make adjustments in your routine and marketing efforts if needed.
129. Know all of the typical objections and have pat answers ready to counter them.
When you pick up a new client, always ask why they picked you. Learn from your success. Feedback is critical.
Learn about ‘mis-matchers’ and how to work with them AND to help you avoid doing it yourself.
Take advantage of the ‘Herd Behavior’ in your marketing and in your conversations.
Take a general contractor to look at your listings to help buyers see the full potential and expected cost/new value.
High School Football, a great place to network. Think about running the concession stand.
Courthouse Records; a great place to find prospects.
Take pictures during the showings and email to them. They get passed around. Helps them remember houses too.
Setting Expectations – Give them a specific task to do and time to call you so you make their list of priorities.
High Touch – this practice helps them see your professionalism so referrals come easier and they respect you more.
Sense of Urgency – Make them aware of important deadlines so they will make a decision.
Must Earn the Right to Ask – without building value first, cannot ask for their business.
Do a yard sale at an open house to bring in more lookers! Get your sellers to declutter and kill 2 birds with one stone.
Use our listing sheets as an excuse to walk the neighborhood and talk to the neighbors about your listing!
Use our listing sheets to show a buy how they can afford a house they called in about.
When meeting people, shake their hand, look into their eyes to determine the color and think pleasant thoughts about them.
Ask your buyers after viewing a house, on a scale of 1 to 10, rate this house and why. This helps them prioritize and you.
On a scale of 1 to 10, how do you rate your favorite lender? If not us, how do you rate us? What could we do better?
Use our listing sheets to show your FSBOs how you can help them market their home.
Explain to FSBOs that you open them up to the world and not just the motorists traveling their street.
Target FSBOs after they have gotten their fill of inconveniences and frustrations.
When someone yells at you. Say your phone number backwards in your mind to let them think you are thinking hard…
With the thousands of veterans now, promote “I LOVE VA BUYERS” and call me if you get a VA buyer and you will.
Promote the FHA program for primary resident and first time buyers with Nehemiah and Ameridream grant programs.
Develop “A list of FSBO questions to ask a realtor” to handout to FSBOs. Then be ready to cover these when they call.
Make sure that you tell your prospective sellers not to fire you over price since the market will determine that, not you.
Remember Zig Ziglar’s philosophy of taking care of your clients and they will take care of you. It’s not about you!
Open houses are a great time to farm neighbors about the open house. Say, “come over for refreshments and door prizes.”
Tell neighbors that if they know any people that need a bigger home that would make a good neighbor to share their name.
Remember that 30% of buyers will call a lender first so let’s team up with our listing sheets to capture more buyers for you.
Sign on to our Mortgage Resource Center online for lots of FREE personalized stuff for your business.
Link your website to mine so we can help each other capture more online visitors looking for a home.
See yourself and imagine yourself every day as an important powerful and charming person.
Treat others as you would if you were already strong, famous and influential.
Business card prospecting is a great way to promote yourself. Hand them an extra one to hand out to their friends.
3^rd Party referrals are huge! When you need a doctor, do you look in the phone book are talk to family and friends?
Put your business cards in with your bills when paying them to local merchants.
Get out and farm neighborhoods. Arm yourself with neighborhood statistics and sell yourself to them.
In open houses, put a listing sheet in the kitchen and in the master bath for the shy ones wanting to keep a low profile.
This is a referral business. Out of all of the marketing you do, you’ll get ½ your business through word-of-mouth, referrals.
Develop a good sense of humor. Know the 5 types of jokes and what makes them funny: Exaggeration, Pun, Put Down, Silliness and Element of Surprise. Then learn how to develop your sense of humor.
When meeting people, give a good hand shake, determine their eye color, remember their name and think positive thoughts.
When remembering a name, 1. After hearing their name, think about how it is spelled and clarify any questions about that if you have any questions. 2. Ask them how they like to be addressed. 3. Think of some rhyming words to help you remember the correct pronunciation. 4. Try to think of a famous person or place that will help you remember their name and add a visual image of that focusing on the most distinguishable characteristic on their face that you see when you first meet them. 5. Use their name as quickly as possible in your conversation with them, asking them their name again if you have already forgotten it. 6. End your conversation by saying their name again when saying goodbye to them. Again, ask them again if you have forgotten. (tip – the more colorful the image to associate them to, the more likely you are to remember their name).
When meeting people, you have to make yourself remember their name by making them interesting to you.
Use the eye color determination to trigger you to focus on remembering their name. The trigger is the key!!
Use the “On a scale of 1 to 10” to check their temperature about a showing or about your presentation. Then ask why.
Why not help the people you meet by giving them some ways to remember you? Make it easy for them.
Feel, Felt, Found. Great strategy for your FSBO prospecting. “I understand why you feel… I felt that way… but I found..”
Flinching – great tactic for getting an instant price drop when negotiating. “Oh my gosh! That’s awful high!”
The Decoy and Red Herring. Negotiation tactics, real and not real that can help you get what you really want.
When concessions are taken, immediately ask for yours. Keep track of concessions and okay to take back.
The Vice and the Henry Kissinger story. “You got to do better than that! The counter vice – exactly how much better?”
Funny money, making it ridiculous. “That is around $.37/day. You are not going to let that hold you back are you?”
Withdraw the offer when they ask for more. “Well, we thought about it and we can’t sell for $99K, must ask for $101K”
Dumb is smart and smart is dumb! Colombo played this role and had the murders helping him solve the crimes.
Call me if you need any help on prospecting, coming up with networking or marketing ideas or for APPROVING YOUR BUYERS!!

Call me if you have any questions about these or if you want me to do a seminar on these!