How Real Estate Agents Can Maintain Their Momentum

It doesn’t matter if you’re a new real estate agent, or a veteran with years of experience, momentum is one of the most important factors driving your success. In the world of business, momentum means a series of wins or successes. It’s a great feeling to be on a roll, and selling properties one after another. While every streak may eventually end, you can maximize how long it lasts by maintaining your momentum. It’s easier to keep going that which is already moving than it is to start from scratch.

With that in mind, here are some effective ways you can keep your momentum going:

 Leverage Every Success

You can leverage every success by utilizing your client’s sphere of influence. Get to know your clients, build a genuine connection of trust, and they will be sure to recommend you to all of their friends and family. Also, by getting to know more about them, you will learn more about their friends, family, or others they are associated with. Document as much information as possible into your database. Every piece of information you gather will help keep your business moving.

 Self-Awareness

You must be attentive and aware of what is working and what is not working in your business. Ask yourself what you need to do more of, like following up with clients, creating an email marketing campaign, or asking for referrals. Maybe you need to do less of something, like scrolling through social media, doing showings, or open houses. The point is to know what activities are bringing you wins and which ones are slowing you down.

 Find a Mentor In Your Area

Look for a real estate agent in your area that is experiencing success. Following online coaches can be useful too, but connecting to someone within your specific market will be more effective for you. If you are unable to connect with them face-to-face, simply observe what they do and do not do. What activities do they engage in on a regular basis? The secret to their success will be found in their daily activities.

 Be Disciplined With Your Time

Set specific goals with deadlines. Have daily goals, tasks and activities you’ll do every day, as well as long-term goals. Own your time and be conscious of how you spend it. Dedicate the majority of your time to high level activities. These are activities that directly impact how much new business you generate for your business.

 Focus On Lead Generation Daily

The more potential clients, or existing clients, you connect with on a daily basis, the more opportunities you will create for new business. Dedicate some time every day to write letters, send emails, make phone calls, or meet with people who can become clients or refer you to someone else.

 Stay Mentally and Physically Healthy

This is one item you won’t find in a lot of real estate blogs, but it is arguably the most important of all. All of the skill and techniques in the world won’t matter if you’re not healthy in body and mind. As a real estate agent, your schedule can be grueling and unpredictable, but maintaining your health must be a priority. Take care of what you feed both your body and your mind. Eat as healthy as possible, exercise, take breaks, and remove as much negativity from your life as possible. You’re in this for the long haul, so take care of yourself!

I hope you implement these ideas and keep your momentum going. Remember to reach out to me if you need advice, ideas, or help in your real estate career.

5 Hot Tips for New Real Estate Agents

If you’re just starting your career in real estate, building a firm foundation upon which to build your business can be the difference between creating a thriving business, or going down in flames.

 To ensure that you get off to a great start, here are 5 Top Tips from experienced and successful agents:

1. Cultivate a Growth Mindset

Mindset is the name of the game and will directly determine your level of success. This is a trait that every top-producing real estate agent has in common. It’s much more than just thinking positive, though that’s an important part. Having a growth mindset means that you’re open to learning new things, changing your behaviors when necessary, and being coachable. It’s understanding that intelligence, talent, and drive are all traits that can be enhanced and cultivated by you. 

2. Market Yourself 

You can be highly motivated and great at what you do, but if people don’t know you exist you won’t have any clients. It’s easy to get overwhelmed because there are so many ways to advertise these days, so just focus on one marketing avenue at a time until you master it. Then add another, and so on. Whether you choose to focus on your personal network, social media, expired listings, or FSBOs, or whatever, concentrate on it until you start seeing success. Then you can expand into another avenue and do the same thing. Don’t get distracted by the “next big thing.”

3. Increase Your Knowledge

Your knowledge of the real estate industry should grow every year. Continue your education, attend seminars, find a mentor, stay up-to-date on what is and isn’t working for other agents, and laser focus on trends within your own market area.

 4. Use Only High Quality Images

When you’re posting pictures of your listings, it’s imperative that those images be the best they can be. If you have the necessary skills and equipment you can do this yourself, and if not it’s worth it to hire a professional photographer. I know it’s tempting, but don't go cheap on your listing photos. Nothing is worse than for a potential client to go to one of your listings and find blurry, low-quality cellphone images. They will think you’re unprofessional and may keep scrolling.

5. Create Your Niche 

Many new agents struggle because they cast too wide a net when trying to attract new business. Saying things like, “Contact me for all your home buying needs,” is too vague. Become an expert by being a specialist in a specific niche. Your niche can be geographical, or focus on a specific type of property. You can always expand your reach later on.

There are lots of ways to succeed as a new agent, but implementing these 5 ideas will get you off to a great start. What ideas have worked for you?

How to Sell More Homes By Marketing Yourself

Whether you’re just starting out as a new real estate agent, or are a seasoned professional, you want to grow your business. How you market yourself will play a huge role in obtaining new clients. Did you know that, according to a study by the National Association of Realtors, that 87% of home buyers purchase their home through a real estate agent? That represents a huge opportunity, if your clients know about you.

Below, I have compiled a list of five ideas used by top agents to promote their business. Put these into action and watch your business grow!

 Create a Website

 This may seem obvious, but you’d be surprised at how many agents still don't have their own website. Attending networking events or handing out business cards is great, but most consumers these days begin their search for an agent on the Internet. If you don’t have a web presence, they won’t find you. Build value into your site by posting current listings and maybe even a mortgage calculator. Value will keep potential clients coming back. Note: be sure your site is mobile friendly, meaning that it looks good on mobile devices. The vast majority of online activity is now done via mobile devices such as tablets and cell phones.

Have a Blog

 While we’re on the subject of the Internet let’s talk about why having a blog as part of your website is so important. Having a website is great, but optimizing your site so that clients will find it when they do an online search is crucial. One of the most effective ways to do that is with a blog. Why? Because Google’s algorithms are super smart and can tell which sites are providing valuable content and which ones are not. Guess which ones get found in an online search? You guessed it, the ones providing the most value. Blogs provide genuine value by providing educational and up-to-date content.

 Build a Database

 If you’ve done any research on creating an online presence for your business, you’ve probably seen the phrase, “The money is in the list.” What this is referring to is your database of names, addresses, emails, and other information you collect from customers or potential clients. You can build your database by using your website, open houses, or networking events. You can then market yourself to this list through email or direct mail campaigns.

 Social Media

 Love it or hate it, social media is an essential part of doing business in the 21st century. Remember that the primary objective of marketing is to put yourself in front of potential clients. In order to do this you have to know where those potential clients are focusing their attention, and these days millions of people are focusing their attention on social media. Keep your posts professional, but informative and entertaining. Post appropriate content for each specific platform. For example, Pinterest and Instagram are visually oriented platforms so you’ll want to post a lot of quality images. Facebook is more of a mix of text, images and videos.

 Get Wired in Locally

 When it comes to real estate, it’s important to focus on your local market. The more value your can bring to your local market, the more you will position yourself as an expert in your field. Get yourself into local magazines, newspapers, or online groups. Write articles, posts, or offer comments that bring real value. Don’t be salesy because today’s consumer hates to be pitched to, so showcase your knowledge and expertise instead. Talk about what affects pricing in your area, or why your region is growing in popularity. Bring value and people will think of you first when they’re looking for help with real estate.

Have you implemented any of these ideas? Share your story in the comments!

5 Tips New Homeowner’s Need To Know!

Buying a new home is exciting, and it’s also a huge life-change. Here are 5 important tips to help you stay organized and be happier in your new home.

1. Give Yourself Some Time Before Personalizing Your New Home:

Most new home buyers spend a large portion of their savings on the down payment for their new home, so money may be tight. Give yourself time to recover financially before redecorating your home, or upgrading things like appliances or light fixtures.

2. Budget For The Unexpected:

Ask anyone who has owned a home for any length of time and they will tell you that, sooner or later, unexpected expenses will pop up. It may be a leaky faucet, a hot water heater that goes on the blink, or
a light switch that suddenly stops working. Preparing in advance by setting aside money for emergencies will help you avoid a big financial hit down the road.

3. Hire Qualified Contractors:

It’s great if you can do some of your own home repairs or improvements, but know when it’s time to hire a professional. We can’t all be good at everything, so when something needs to be done in your home, and you know it’s beyond your skill level, hire a pro. It’s cool if you want to replace your own cabinet doors or paint the walls, but if you have gas line or electrical work, hire a qualified contractor.

4. You’ll Need More Than Homeowners Insurance:

If you took out a mortgage on your home, then it’s almost certain that they required you to obtain a sufficient amount of homeowners insurance. If you’re married, or share your home with someone who relies on your income to cover expenses, then you will want to consider life insurance with your partner named as the beneficiary. Additionally, you may want to consider disability insurance as well.

5. Create A Binder:

There’s a lot of paperwork involved in buying and owning a home. Mortgage and insurance paperwork, as well as documents for appliances, warranties, or repair work you’ve had done. Create a binder to keep all of these things so that you can easily find them in the future if a need arises.

For more home buying or ownership tips be sure to send me an email at Candice@cbfteam.ca
or call / text 204-392-6406.

Adjust Your Mindset, Increase Your Influence, And Sell More Homes

Here are a few ways you can adjust your mindset and increase your influence: 

•    Be genuinely interested in other people: The only way to make genuine and long-lasting connections is to be genuinely interested in other people and their interests. In his famous book, How To Win Friends And Influence People, Dale Carnegie wrote, "You can make more friends in two months by being interested in them, than in two years by making them interested in you."

•    You’re not selling, you’re helping: When you make a sell all about you, by focusing on money or what you’ll get out of the process, it will be felt by your client. That feeling will not be a positive one. Remember the words from one of the greatest salespeople of all time, Zig Ziglar: “Stop selling and start helping.” This subtle shift in mindset will have a huge impact on your career.

•    Have confidence in yourself: If you aren’t confident in your abilities and the services you offer, your clients
won’t have confidence in you. You’ve trained, worked hard, and you’re a professional. You’ve got this.

•    Be a good listener: It’s common for people to listen only so they can reply. Stand out from others by being a good listener. Hear and care about the concerns and desires of your clients and they will never forget you.

•    Talk about the wants and needs of your client: When your conversation is centered around the wants and needs of your client, they will feel valued. They will know that you care and that you really listened to them. When you make someone feel valued, they will value you as well.

•    Surrender your need to be right: There are two significant desires that all humans share, and those are the desire for acceptance and approval. If you disagree with something a client shares, be cautious about how you respond. If you respond in a way that makes them feel wrong, or that you disapprove of them, you will alienate them. This doesn’t mean you walk through life as a pushover, but within the context of
selling a home, the conversation should center around the needs of your client.
It’s about creating an environment built on resolution rather than on conflict.

Understanding and applying these principles will create positive
outcomes for you, both personally and professionally. Connections with others will
happen quicker and be more genuine. You will become a positive influence in the
lives of others. Your clients will develop a deeper trust for you and your
abilities, resulting in even more sales.

Influence isn’t about tricks and gimmicks. It isn’t even about
making more sales, though that will be a natural byproduct. In other words,
influence isn’t tactical, but rather a natural expression and outgrowth of your
character as a person. Great real estate agents influence others because they
care about their clients. That care translates into trust, and trust is the
foundation of influence.

How can you adjust your mindset to increase your influence?

In what ways has your ability to influence others affected your career?

3 Traits of a Successful Real Estate Agent

Contrary to what many people think, there’s a lot more to being
a real estate agent than driving around, showing houses, and attending
seminars. The path of the real estate agent isn’t an easy one, and not all who
tread it are successful. In fact, according to the U.S. Bureau of Labor
Statistics, there’s an annual wage difference of more than $90,000 between the
bottom and top ten percent of real estate agents.

What traits separate the top performers from the others? There
are several, but three of the top traits are:  

1. Integrity

The best agents are those who aren’t profit-driven and genuinely
want to help their clients. The first step of selling a home is earning a
client’s trust, and if you’re in it just for the money the buyer will know.
Make sure your clients know you have their best interest in mind and never
allow a commission to be your first priority.

2. Persistence

Top-producing agents stay on mission. They follow up on leads as
soon as possible and stick with it. They understand that sometimes it takes
weeks for a buyer to be ready to purchase, and they use that time to build a
relationship and earn trust. They know that obstacles will arise, but that they
will find a way to overcome it. Having that mindset means they do not give up
easily.

3. A Love of People

If meeting people and creating meaningful connections is not
your thing, then real estate is not your game. Successful real estate agents
are outgoing, friendly, and love talking to people. They understand that
expanding their network and making new friends will always grow their business.
In order to generate sales you must make connections and build trust, and that’s
done through a genuine love for people and a desire to help.

I would be amiss if I didn’t mention that experience is one of
the strongest factors affecting the performance of the top-selling real estate
agents. The three traits mentioned above, if nurtured and cultivated, will help
you stay in your career longer and gain more experience. The more experience
you gain the more success you will enjoy.

Anyone can get a license and become a real estate agent, but
real success will come as a result of hard work and the traits listed here.
Remember, these traits can be fostered and learned, so take the time to
self-evaluate, adjust, and then take your place among the top performers.

Sell More Homes Through The Power Of Storytelling

It has been said that good storytelling beats good selling every time, and it’s true. Why? Because stories capture your attention and engage your emotions in ways that facts and figures never will. Engaging the emotions of a potential buyer is important because buying is almost always an emotional decision. In fact, a Harvard professor has said that 95% of purchasing decisions are influenced by subconscious urges, the biggest of which is emotion. Numbers and features inform and educate, but stories move people to take action.

As a Real Estate agent you still want to focus on the attributes and features of the home you’re trying to sell, but focusing only on these things will result in fewer sales. Whether you’re writing out the description of your listing or showing a home in person, dig a little deeper. All Real Estate agents know to talk about how many bedrooms and baths a house has, but few will weave those facts into a good story. Doing so will make you stand out in the crowd (there are over a million Real Estate agents) and help you sell more properties.

You don’t have to overthink it, and it doesn’t have to be a complicated story. It does have to be real and honest. For example, rather than pointing out the half acre backyard that has a fire pit and a pool you could say something like:

“A spacious backyard with amenities you can enjoy all year. There’s a pool where your family can play and cool off during the hot summer months, and there’s even a fire pit where you can gather around the fire and roast marshmallows or make s’mores when the weather turns cold.”

That’s just a brief example, but you get the idea. Instead of simply informing your potential buyer of the facts, you’re engaging their emotions by creating visuals in their mind. They will picture themselves enjoying the property with their family. You still educated them with the facts, but you created a story and inserted them into it.

Remember that you can use the power of storytelling to make yourself stand out and position yourself as a problem-solving expert. You can draw from past experiences and create stories that illustrate to potential buyers that, out of all the agents out there, you’re their best choice. Perhaps you have a client who is concerned about getting financed. It’s their first home and they’re nervous about the process. Drawing from past experience, you could tell them the story of how you once had a family in the same situation. In fact, the husband was a veteran who had recently gotten out of the military after years of being deployed. He and his young bride wanted to buy a house and start a family, but weren’t sure they could make it happen. You helped guide them by making them aware of certain programs and lenders that they could utilize, and after doing so, their dream of owning their own home became a reality.

Again, that’s just an example but it has all the elements that make up a great story. There’s an inciting event, conflict, resolution, and a happy ending.

When you use stories, instead of just facts, you bring a home to life. Homes are for living and by helping your buyers picture themselves living in the home, you engage their emotions and energize their decision making process.

It’s no accident that the most memorable and effective ad campaigns are those with a compelling story. The people who create such campaigns understand and use the power of a good story to sell their products or services.

Are you ready to use the power of storytelling to increase your sales?