Relationships are central to the real estate industry, so it’s our responsibility as agents to build connections with as many past, present and future clients as possible. How should we react when our past clients choose to work with different agents? What can we do to make sure we stay at the top of their mind between transactions? On this episode, industry veteran and the Grand Master himself, Terry McDaniel, shares how to build a relationship-based business.
Takeaways + Tactics
Don’t be deterred when clients leave. There are so many reasons they may work with another agent that have nothing to do with us, so we shouldn’t question our abilities.
Instead of asking how we can make our clients lives’ better, we should be asking them to teach us how to do that. This shows our dedication more clearly.
To stay top of mind, have something on hand to give to clients so we have a reason to see them in person. This can be something small, like a handwritten note.
Having multiple income streams is the best way to create freedom for ourselves. We can create those streams by getting involved in the development process. How can we start building relationships with builders and developers, and what kind of value can we offer them? What should we be avoiding if we want to build successful relationships? On this episode, real estate and home building expert, Matthew Clawson, shares how to forge successful relationships with builders and developers.
Takeaways + Tactics
Go out and approach builders and developers. Even if there’s nothing we can help them with now, at the very least, we can start building relationships with them.
Provide value by creating edited videos of developments and sharing them with the developer. Offer to do more videos in the future, once a partnership is established.
Avoid wasting a builder or developer’s time by sharing deals they already know about. Time-wasting is the easiest way to frustrate a builder.
Starting a podcast is a lot easier than most people think, but when it comes to creating content, we tend to worry about what we should and shouldn’t share with the audience. Can we start podcasting before we’ve reached a certain level of success? How can we gain credibility with our audiences? Should we be sharing our vulnerabilities? On this episode, Will Grimes and Eli Schmidt, team leaders at Genesis Home Team and co-hosts of the Day One Dollar Zero podcast, share how to create podcast content that resonates with our audiences.
Takeaways + Tactics
Document the present. By showing our audience where we are now, we not only make ourselves more relatable; we also allow them to see us grow over time, and create a stronger bond with them.
To gain credibility, we have to stay in our own lanes. In other words, don’t offer advice or opinions on things we have no experience with.
Don’t be afraid to be vulnerable. Audiences tend to seek out people they can relate to, so it’s okay for us to share our flaws in our content.
Agents have abdicated their responsibility to keep in touch with our sphere and past clients, and Zillow has taken over that job and we’re paying for it financially and relationally. What are the problems that come with being overly-reliant on Zillow leads? What are the 3 Cs of successful database management? On this episode real estate superstar, speaker, author, and consultant, Jim Remley shares how we can take control of our sphere and avoid becoming the equivalent of Zillow employees.
Takeaways + Tactics
We have to religiously nurture our CRM
In order to switch from a reliance on Zillow leads, it’s important for us to capture client data and cultivate that data over a long period of time by incubating it in a CRM; and then closing them into transactions and referrals.
An anemic database will be low on referrals
Take the total number of your transactions, and the total number of people in your database. 10% of your database should be sending you at least 1 referral a year. If not you have an anemic database, mainly caused by not communicating.
Leverage the database behind each client
The reality is there’s a time window within which our clients are most likely to refer us, and that is the 31 days after the transaction or leading up to it. During this time, we can offer to throw our clients a “sorry to see you go” or “welcome to the neighbourhood” party and be in attendance to build relationships with the sphere of influence that person has.
TikTok is becoming one of the more popular social media platforms, so real estate professionals should be taking advantage of it now. What kind of content can agents and mortgage professionals share on TikTok? How can we create successful videos, and is it possible to use success on the platform to see real-life results? On this episode, licensed mortgage originator, author of Color My Credit and TikTok enthusiast, Alisa Glutz, shares how to build a massive following on the platform.
Takeaways + Tactics
Take a script we would use on a client and act it out dramatically. Bring the script to life, and take advantage of all the creative tools TikTok offers.
TikTok videos are short, so be sure to capture the audience’s attention right from the start. Jump out at the camera if need be, but make sure the audience is hooked from the first word.
Don’t feel limited by TikTok’s short video format; direct the audience to other platforms, like YouTube. Be sure to have more in-depth content on these platforms, and use it as a way to boost credibility.
So often, people hold back from making an impact on others’ lives because they’re trying to be someone they’re not. How can we become more helpful to others? Why is it so important to let go of our egos and be our authentic selves? On this episode, developer of the 36 to Life movement, coach Hank Avink, shares insights on the importance of authenticity.
Takeaways + Tactics
Have a mindset of service. We need to stop thinking about selling something, and genuinely want to help others with our knowledge.
Stay in your lane. Being authentic brings phenomenal results, while being inauthentic tends to have poor results. Just be yourself.
Drop the ego at the door. People lose the most money when their egos are involved, so present yourself as someone with a genuine desire to help others.
As real estate professionals, being visible is non-negotiable, so we have to make sure we’re gaining as much meaningful visibility as possible on social media. Which platforms should we be taking advantage of to boost our followings, and should we be striving for a high number of followers in the first place? How can we connect with the kinds of people we want to work with when we don’t have a big following? On this episode, we discuss how to use social media for meaningful engagement and better results.
Takeaways + Tactics
Dealing with objections in real estate is a frustrating reality for agents, so it’s a good idea to have responses to those objections prepared in advance. How should we react to protestations in the buying process? Is there a way to stop objections from forming in the first place- and how should we approach buyers who stall the process to speak to other decision makers? On this episode, CEO and President at BrokerageUP! Inc and RealEstateCoach.com, Bernice Ross shares how asking the right questions can help us tackle objections.
Takeaways + Tactics
Asking questions is extremely powerful. Instead of telling a client what to do, formulate questions that will help them rethink their objections.
To avoid objections being raised at crucial moments, be upfront with buyers at the first meeting. Ask if they would be ready to make an offer immediately when they find the right house.
It’s extremely frustrating for agents when buyers stall the buying process to consult with their decision makers. To stop this from happening, encourage buyers to bring decision makers along to each listing.
As we head into a new decade, it’s time to start thinking like the next generation of real estate agents. What is the new generation doing to reach a wider audience? Once we connect with a bigger audience, how can we build stronger relationships with our markets? On this episode, Gene Volpe joins us to discuss the next generation tactics to take our businesses into the future.
Takeaways + Tactics
Use social media to share content everyone enjoys. While cat videos might not tell our audience we’re great agents, they do humanize us and show our personalities.
Once we’ve branded our personalities, we have to remind our audiences of the work we do. This doesn’t need to be a time-consuming task- we just have to be more intentional about our content.
Build stronger relationships by approaching local businesses and asking to promote their special offers. The businesses will benefit from the awareness, customers will benefit from the specials and we’ll be known for sharing value.
For a free once-off call with Greg, text him on 925 915 1978
For more on Gene, visit Genevolpe.com
And if you’d like to use podcasts to take your business to the next level, head to Howtogetfeatured.com