What Should You Do If Your Client Wants to Wait?

Recently, I was asked the question, “How do I get my client to change their mind about their time frame?” The answer comes down to understanding your client’s needs.

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Today, I’d like to address an interesting question I received recently: “How do I get my client to change their mind about their time frame?” Whether someone wants to list in the spring, wait until the end of summer, or wait until the weather gets a little colder, the key is understanding why the client thinks they need to wait. When your client tells you they want to wait until spring, ask why doing so is important to them. This way, you can guide them with their response in mind. Asking questions like this will be key to understanding your client.

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It all comes down to knowing the market and knowing your client.

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Make sure when you ask things of your client, they know that you genuinely care about their thoughts and needs. Your client should feel and know that you truly want to understand their position. Once you understand their answer, you can determine whether or not what they believe actually aligns with what is going on in the market. This way, you can remain empathetic to their ideas while also leading them to make a fact-based decision. If you present your client with information about the market, they’ll be able to think more critically about what they truly want. It all comes down to knowing the market and knowing your client. If you have any other questions or would like more information, feel free to give me a call or send me an email. I look forward to hearing from you soon.

What Does It Take to Get Buyers and Sellers to the Next Step?

When you’re coming from a point of value and trying to help your clients, you may run into some difficulties if they have personal barriers against moving on. Sometimes, you need to give your clients real data to help get them to the next step.

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How can you get your buyer or seller to the next step? When we’re coming from a point of value, it can be hard to assist a client who has their own barriers. A client may say that they want to wait until spring, they want to look at other properties, or they just don’t think now is the right time. However, these things may not actually help them get a better deal. Sometimes, you have to deal out uncomfortable truths like this to your clients. The best deal for your client might be the one right in front of them.

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The best deal for your client might be the one right in front of them.

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If they can’t see that, you may have to provide facts and data to get them to the next step. Using real numbers and facts will help them see your points as being valid, not just some sales pitch. Make sure your clients know that you truly want to help them create wealth through real estate. There are a few statistics you might want to use to put your clients on the path to the next step. First, rental rates continue to rise. Rather than continuing to pay rent, your clients might as well put funds towards homeownership. Also, interest rates are as low as they may ever be. Waiting could be a mistake. Sometimes, you need to give your clients real data to help get them to the next step. If you have any other questions or would like more information, feel free to give me a call or send me an email. I look forward to hearing from you soon.

3 Questions to Ask Yourself Before Joining a Team

What are the top three things you should ask yourself when deciding whether to join a team? Today, I’ve got some key things for you to think about.

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Should you join a team? The team approach to real estate is becoming more and more popular in our market. As a team leader myself, I want to give you three things to consider before making your decision about whether to join a team.

First of all, do they have the people? Think about whether the team you’re considering has people in place who are going to help you make your job and life easier. Before I joined a team, the entire process of this business was a huge drain on my energy. I was absolutely spent trying to take care of all aspects of the process on my own.

Now that I work on a team, I have much more time for my business and for myself. This benefits all of the members of the team as well.

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Working on a quality team means you are no longer a slave to your work.

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Our listing partner sold 126 transactions last year and was still able to take a full week's vacation without worrying. Because she had a team of people backing her up, she didn’t even need to worry about answering calls. Working on a quality team means you are no longer a slave to your work.

Next, ask yourself if they have a good system in place. Does this team have a systematic approach to helping you find success? True, repeatable systems are going to be the key to you reaching your goals.

Finally, do they have strategic marketing plans? An effective team should always be searching for and creating opportunities in the market. Finding the right number of lead sources and being able to drive deep into them is going to be massively helpful to a team’s success.

If you have any other questions or would like more information, feel free to give me a call or send me an email. I look forward to hearing from you soon.

What It Means to Honor the Struggle

One of the biggest takeaways from a recent seminar I attended was to honor the struggle. Today I want to tell you exactly what that means and how you can do it too.

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Today I wanted to go over something super interesting in regards to what it takes to get to the next level and reach your goals.

One of the things Brendon Burchard mentioned in this three-day seminar that I thought was so true to me and that I’ve shared with my team is his saying: “Honor the struggle.”

What that means is that the struggle that our team will have to get from 200 to 350 transactions is the same as the struggle that I went through to get from 100 to 200 transactions, and from 50 to 100. The struggle of the growth and process to move from one goal to the next ends up taking double the work each time you move onto the next goal.

I will tell you that anything you want to do is going to be ten times harder than you thought, and I don’t say that in a negative way. I say that to motivate and excite you, because you’ll already know better than your colleagues that when you do ten times the work, you’ll be 100 times more successful. This is because you’re doing more, you’re committed more, and you’re accepting more of what comes your way and breaking through it.

Other people who don’t honor the struggle don’t do the same, and stop progressing, and end up doing just enough to support their lives. I will tell you this: honor the struggle. Honor the work, and know that it’s going to take time and energy to progress. If you’re only doing one deal a month, challenge yourself and do two. If you’re doing two, work harder and do three.

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I know what it takes; I’ve been in that work.

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I know what it takes—I’ve been in that work. Something I want to introduce you to is keeping a daily activity record. Know that it’s going to take a massive amount of work to get to a point where you want to be. This form is something that I use to keep myself on track and accountable. I record the phone calls and contacts that I make on a daily basis.

This is to make sure the business grew and I grew as well. This is all so I could create a bigger life for myself and more opportunity for the people I work with.

If you’d like a copy of the daily activity record or you have any questions about this topic, or you’re looking to buy or sell a home, please give me a call or shoot me a text. I’d be happy to help you!

Don't Join a Team Unless It Has These 3 Attributes

Thinking about joining a real estate team? The team you join should have these three attributes.

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Should you join a real estate team? Does it even make sense in this growing market?

From a team leader standpoint, I can tell you that there are three main things to consider when looking into joining a team:

1. Do they have the people in place to help you, serve you, and make your job and life easier? I got into this business because I love selling homes and being around people, but it sucked the time out of my bones. One year, I did 48 transactions with just a part-time assistant, and I was absolutely spent. We had to do everything ourselves. Now, our team members are in a spot where they can go on vacation and not have to take any calls during. 
2. Do they have a systematic approach? Systems are meant to cut down on time. Your dollar-productive activities have to make a certain dollar amount per hour, so systems need to be in place so you don't have to deal with non-dollar-producing activities. True systems need to be repeatable.
3. Marketing: Is the team doing enough volume to find and create new opportunities in the market, or do they just pound one lead source over and over again? Our team goes deep on five lead sources.

If you have any questions for me about this decision or about your career in general, don't hesitate to give me a call. I'd love to hear from you.

Double Down on Your Business This Summer

There has never been more opportunity in our market. Here’s why you need to double down on your business now.

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If you’re an agent here in Salt Lake City and have been closing anywhere from five to 30 deals per year, the time for you to double down on your business in our market is now.

We’ve never seen inventory this low and have never seen more opportunity. People need our help because they don’t know how to write contracts, evaluate properties, and calculate accurate home values.

Many of us took this job because we want the freedom of life that comes with being self-employed. However, you have to recognize an opportunity when you see one. I was at a seminar recently and a colleague of mine said that one of his agents wasn’t there because he said he didn’t prospect and only relied on referral business. I laughed a little bit because when this market makes just a hair of a shift, that agent’s transactions are going to be halved, if not thirded. 

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If you have the ability, double down on your business.

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If you embrace the value of prospecting and use this time to get in front of people proactively, you will double your business and your income. That way, when things do shift in the future, you won’t see a slowdown. In fact, you’ll see more contacts and more business. This is all because you were willing to work for it when others wouldn’t. If you have the ability, double down on your business. Double the contacts, double the work, double the everything. Take advantage of the summer now because when the bitter cold comes in winter, you’ll be wishing you doubled down in the summer and made enough profit to keep you comfortable even when times are rough.

If you have any questions, are interested in a coaching session, or want to know what it’s like working on our team, give us a call or send us an email. We look forward to hearing from you.

3 Important Market Trends That Will Shape 2017

There are three trends you need to be aware of to ensure a fantastic 2017.

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There are three trends you need to be aware of to make sure you have a great 2017.

The first thing you need to do is optimize your callback time. A study recently showed that if people were not called back within five minutes, you were 10 times less likely to reach and meet that person. The pace is much faster, and people can move on from one person to the next simply by looking up information on their phones.

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There are three trends you need to be aware of to ensure a fantastic 2017.

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That’s why it’s so important to have a system in place that ensures they get a callback within five minutes. If you’re busy, consider sending out an automatic text message response or have someone answer calls for you when you are out of the office.

Next, you need to be found. People do their research online and they want to know who you are and what you do. Intentionally put some information out there about who you are as a person and the services you offer.

Lastly, remember that millennials are a force to be reckoned with. However, right now they are not finding what they are looking for on the market. You need to be their calming force and help them see the value and benefits of owning a home, rather than continuing to rent.

If you have any other questions, please feel free to give me a call or send me an email. I look forward to hearing from you!