I have read The Millionaire Real Estate Agent it is fantastic. I also have the Billionaire Real Estate Agent.
My problem is in the building of systems. I want to develop:
1. A system to get buyer leads. (I get a lot of buyers leads but do not have a system to handle them)
2. A system that once we get the leads, how they are handled.
3. A system to get listing leads. ( Same as above)
4. A system to sell our own listings.
5. A system to get Referrals
We are currently getting 50 to 75 buyer leads each month but once the lead comes in the difficulty is in tracking the lead and making sure that our buyer specialist are doing everything they are supposed to do.
We are also getting ready to do a huge marketing campaign to get seller leads but I don’t want the same problem to happen that is currently happening with the buyer leads.
99.9% of Realtors have a Real Estate job, you my friend have a Real Estate Business. The proof is that while you were away from your business taking care of health issues your business grew. Not a small feat. The other 99.9% of Realtors would have gone Bankrupt.
That is what I desire.
My goal is to pretend that I am going to Franchise my business and design it so anyone could come in and run it.
I am reminded of a mandatory Monday morning sales meeting I attended when I was a failing life insurance salesman in 1969. I was with New York Life and a successful veteran agent from Flagstaff had driven down to Phoenix to talk to us. He was there to inspire us and to help us do better. He was a nice and honest man. After hearing him speak I determined he was also a stupid man. Nice, honest, successful and stupid. Every single person sitting in that room was someone who had no idea where their next sale was going to come from – if indeed there would even be a next sale.
He was really happy when he told us that all he did to get business was call his past clients. He had been with New York Life for just under 20 years (all of us were less than 6 months in the business) and he had many past clients. He would have his assistant lay 5 cards on his desk each morning before he came in – each card contained the names and contact information for one of his past clients. He would call each of them and just chat with them for a while. As he was about to hang up he would ask them which of their friends or family might benefit from talking with him. He had enough clients that calling 5 of them 5 days a week for all the weeks he worked that he would wind up calling each of them about once a year. This was his system, and it worked beautifully. Naturally, I was relieved to know that in a short twenty years I wouldn’t have to worry about money anymore, I could just call my past clients. At the time I could have called all of my past clients at the burn rate of 5 a day in less than a week. I didn’t have an assistant, nor could I even afford an office for one to sit in but I could sure see the beauty of his system. Only it had nothing to do with me. Or anyone else in that room. At the time none of us could use it.
In my business now we have lots of systems. I am totally willing to share any or all of them with anybody who wants them. You can have any of my checklists (you can download some of them here), you can copy them, modify them – in short, use them any way you like. The first thing you will be aware of is my checklists are my checklists. You will need to make some changes in order for them to be useful for you.
All of your checklists – if they are truly going to matter – will need to be composed by you. You can find lots of stuff lots of places but for it to matter, you and what you are doing need to be a part of it. Why bother with a checklist? Can a checklist be a system? Sure. All of our checklists are lists (usually in the correct sequence) of those things that must be done to get the exact product that particular action is supposed to produce. In most cases the checklist represents what I used to do and now someone else does it for me. It is a hat I wore and now someone else is going to "wear that hat" and take care of it for me.
I have a "hat" for how a listing presentation is to be done. (you can see all of that here) All of my listers wear the hat the same way. Always giving their communication, always them injected into the cycle – it’s theirs now. But how that "hat is worn" makes all the difference in the world. There is a proper sequence and attitude for a listing presentation. It does not vary. My newest lister has been with me about 3 years. My most senior lister has been with me over 12 years. I still check with each of them – having them recite the proper sequence at least every six months. How did I arrive at that exact sequence? Did I discover it at Starpower? Yes and no. I got a lot of ideas a lot of places. I tried a lot of things. Most of them did not work. A few did. Out of the thousands of things I tried a few worked. I remembered those. I remembered how I did them. What I said. How I said it. What order I said them in. What order I did them in. I would vary them to see if it made a difference. It did. I then reverted to the "way that worked". Please understand that there is no statement here that what I do is the "best" way. The "only" way or any other thought that would suggest that there are not other methods or approaches that are valid. What I know – from very long experience is that the "hat write up" I have for how to do a listing presentation does work.
So you would note your successful actions on all of the things you do. What were the steps? This isn’t just to train others, it is so you can do it again and get the result you intended. What is the correct technology that you used?
In order for any of this to matter you have to personally have a subjective reality on it. It has to be real to you. Not a bunch of words on a page but something you can see and know is true.
Lets start with "leads". I don’t believe that you are getting 50 – 75 leads a month. I don’t mean to imply that you are trying to con me but if you were getting 50 – 75 leads a month you would be selling 5 – 10 houses a month from those "leads". People in the lead selling business have redefined the word "lead". What most of them sell is an inquiry. Big difference. A lead is someone you are going to call back. You have spoken to them and assessed the quality of the prospect and decided that this is someone who is interested in what you have to offer and is capable of buying a house. You aren’t tracking them because most of them don’t really matter. You are most likely pretty damn good at lead conversion and identifying who is and who isn’t a prospect now. All of the now prospects you sell to or list. The rest of the inquiries sort of get lost. Should you have a system for following up on those? Sure. Outlook, ACT, Agent Office, REST, there are loads of potential systems around. But for keeping track of names, etc., you don’t need to "develop a system", you would need to decide on one and use it.
You take anything you do – that you will want to do again (and again) – and systematize it. What were the steps? What was the sequence. When you start doing this you will tend to leave out important steps. Easy to see if you type them up and have someone else attempt to do it without any explanation that isn’t on the checklist. In my office we have every significant (we will want or need to do it again) action "written up". We have a checklist for that action.
The first actions to write up are the ones you do screamingly well. Best to write them up when you are in the zone. When you are just flying on that particular subject – write it all down. Write it all down. Write it all down. You will be amazed at how handy that write up will be when you alter your own successful action and, changing something, watch the stat crash. The fix? Simple when you have written up your hat when you were in "Power". Just go back to doing it the way you were doing it when the stat was soaring. Doing this also tends to involve realizing what crashes stats. This collection of what works and what doesn’t work becomes the "policy" of a successful organization. It makes no difference if that organization consists of several thousand people or a person just getting started at something. When something crashes the stat, note it. Make a record of it. When something makes a stat go up, note it. Before long you know with certainty what works and what doesn’t. For example, have you made a record of what you do – that is already working – on lead conversion?
This business is simple. Leads. Listings. Leverage. Inquiries are not leads. Some of them can become leads. Some leads can be converted into buyers and sellers. Once you have discovered with certainty what your successful actions are you have your "systems".
The discovery process can be a lot of fun.
What entreprenuers can learn about branding from trendy startups
(BUSINESS MARKETING) What’s the secret of focused startup branding, and how can you apply it to large enterprises?
Think of your favorite brand. Is it the product they offer or the branding that you love? Exactly – brand ethos reigns supreme, especially with those trendy, aesthetically-pleasing startups (I never thought Glossier had good makeup, but I’d be lying if I said I didn’t visit their website once or twice a month).
So let’s break it down.
Co-founder of Red Antler – a company that assists startups in creating successful branding – Emily Heyward believes in a few branding truths.
Firstly, you have to make sure not to market your brand as a single product or experience. Doing so, she says, will pigeonhole you and thus truncate your ability to expand and offer new products and services (she gives MailChimp, known almost exclusively for email marketing, as an example).
What Heyward does say to do is instead market an idea. For example, the brand Casper (one of Antler’s clients) markets itself as a sleep company instead of a mattress company. By doing this, they kept the door open to eventually offer other products, like pillows and bedding.
Heyward states that this “power of focus” is a way to survive – with countless other startups offering the same product or service, you have to position your company as offering something beyond the product. Provide a problem your customer didn’t know they had and offer an innovative solution through your product.
Ever used Slack, the app-based messenger? There were other messengers out there, so focus of Slack’s branding is that regular messaging is boring and that their app makes it more fun. And customers eat it up.
How can this logic apply to mid-to-large enterprises? How can you focus on one specific thing?
Again, placing emphasis on brand over products is essential – what is it about what you offer that makes your customers’ lives better? It’s more cerebral than material. You’re selling a better life.
Another thing to remember is that customers are intrigued by the idea of new experiences, even if the product or service being offered is itself not new. Try not to use dated language that’s colored by a customers’ preexisting feelings. Instead, find an exciting alternative – chat solutions are desperately trying move away from the word “chat”, which can bring to mind an annoying, tedious process, even though that is in fact what they offer.
Broadening the idea of focused brand ethos to a large company can be difficult. By following these tips and tricks from startups, your company can develop a successful brand ethos that extends beyond your best product or service.
Spruce up your product images with Glorify (just in time for Black Friday!)
(BUSINESS MARKETING) Want professional, customizable product images for your company? Consider Glorify’s hot Black Friday deal.
Glorify, the app that creates high converting, customizable product images for your business, is offering a lifetime deal for $97 this Black Friday. In just a few clicks, you can transform one of Glorify’s sleek templates into personalized, professional-looking content – and now, you don’t have to pay that monthly fee.
Whether your business is in electronics, beauty, or food & drink, Glorify offers a range of looks that will instantly bring your product images to the next level. With countless font styles and the ability to alter icon styles, shadows and other elements, you can access all the perks of having your own designer without the steep price.
In 2019, Glorify was launched – the app was soon voted #2 Product of the Day and nominated for Best Design Tool by Product Hunt. Since then, they have cultivated a 20k+ user base!
Glorify 2.0, which was launched last week, upgrades the experience. The new and improved version of the app is complete overhaul of intuitive UI improvements and extra features, such as:
- background remover tool
- templates based on popular product niches and themes
- design bundles for your website/store, social media
- annotation tool
- upload your brand kits and organize your projects under different brands
- 1 click brand application
- & much more!
“But the most important aspect of Glorify 2.0, is that it comes with a UI that sets us up for future scalability for all our roadmap features”, said CEO of Glorify Omar Farook, who himself was a professional graphic designer.
Farook’s dream was to provide a low-cost design service for the smaller businesses that couldn’t otherwise afford design services. Looking through reviews of the app, it’s evident that Glorify does just that – it saves the user time and money while helping them to produce top-notch product images for their brand on their own.
Glorify is one of the many new design-based apps that make producing content a breeze for entrepreneurs, such as Canva. As someone who loves design but doesn’t have the patience for Creative Cloud, I personally love this technology. However, Glorify is unique in that it is the only product-driven design app. All you have to do is upload your photo!
This new Chipotle location will be fully digital
(BUSINESS NEWS) In the wake of the pandemic and popularity of online delivery, Chipotle is joining the jump to online-only locations, at least to test drive.
A lot of industries have switched to an online-only model in the wake of the pandemic. Most of them have made sense; between abundant delivery options and increased restrictions on workers, moving away from the traditional storefront paradigm isn’t exactly a radical choice. Chipotle making that same decision, however, is a plot twist of a different kind—yet that’s exactly what they’re doing with their first online store.
To be clear, the chain isn’t doing away with their existing locations; they’re just test-driving a “digital” location for the time being. That said, the move to an online platform raises interesting questions about the future of the restaurant industry—if not just Chipotle itself.
The move to an online platform actually makes a lot of sense for businesses like Chipotle. Since the classic Chipotle experience is much less centered on the “dining” aspect than it is on the customizability of food options, putting those same options online and giving folks some room to deliver both decreases Chipotle’s physical footprint and, ostensibly, opens up their services to more people.
It’s also a timely move given the sheer number of people who are sheltering in place. A hands-on burrito assembly line is not the optimal place to be in a pandemic, but there’s no denying the utilitarian appeal of Chipotle’s products. To that end, having another restaurant wherein you have the option to order a hearty meal with everything you like—which is also tailored to your dietary needs—is a crucial step for consumers.
Chipotle’s CTO, Curt Garner, says he is hoping this online alternative will offer a “frictionless” experience for diners.
As a part of that frictionless experience, consumers will be able to order in several different mediums. Chipotle’s website and their mobile app are the preferred choices, while services like GrubHub will also be available should you choose to order through a third-party. The idea is simple: To bring Chipotle to you with as little fuss as possible.
For now, Chipotle is committing to the single digital location to see how consumer demand pans out. Should the model prove successful, they plan to move forward with implementing additional digital locations nationwide.
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