WISE: Productivity vs. Proactivity
Direct your energy towards what you want to do rather than thinking about how to shorten what you don't want to do.
"Productivity is most important for things you don't want to be doing. Most people want to increase productivity so they can spend less time on the task.
But before you worry about being more productive, think about being more selective. Rather than focusing on increasing productivity, it may be worth asking, "What would I be delighted to spend time on, even if it went slowly?"
Direct your energy toward figuring out how to start what you want to do rather than thinking about how to shorten what you don't want to do."
This came from my very favorite newsletter, by James Clear. Subscribe [for free] HERE.
Let’s kickstart your proactivity;
What are the pillars to your business?
Check it out, here are mine ↓
New Business Development
Social Media/Drip Campaign/Cold Calling/Events/Touch-point plans/Vender Relationships etc.
Transactional Support & System Implementation
Contract to close transactional systems/CRM/SOPS/Budget/Projection/Pipeline
Client Development & Care
Reach outs, follow-up, post-closing action plans, cold>warm>closed process implementation
MISC;
This could look like operational support [running sold riders, showing agent etc]
Do you have a process to support each pillar of your business?
Is it clearly defined?
Is it written out?
Do you follow it? Who is holding you accountable? < hint, I can help!
Proactivity Breakout : New Business Development
Appointment generation is more important than lead generation.
Social Media
Welp, that one’s easy. Here is your July SM calendar. You’re welcome. Reminder, create to collect. Email Jess at wisethenewsletter@gmail.com for a complete copy.
Drip Campaign
Turn contacts into contracts.
Spring:
Spring Cleaning Tips: Provide advice on decluttering and organizing homes to prepare for selling.
Home Maintenance Checklist: Share a checklist for homeowners to prepare their homes for spring.
Market Update: Update clients on current real estate trends and opportunities in the spring market.
Gardening Tips: Offer tips on starting a garden or enhancing curb appeal with seasonal flowers.
Local Events: Highlight upcoming community events, festivals, or activities in the area.
Summer:
Summer Home Maintenance: Tips on keeping homes cool and energy-efficient during summer months.
Seasonal Recreation: Share local tips for outdoor activities, parks, and recreational areas.
Buying vs. Renting: Discuss the benefits of buying a home during the summer season.
Client Success Story: Share a success story or testimonial from a recent client's home buying/selling experience.
Summer Market Update: Provide insights into how the summer real estate market is performing.
Fall:
Fall Home Preparation: Tips on preparing homes for cooler weather and potential buyers.
Local Fall Festivals: Highlight seasonal events and festivals in the community.
Decorating Tips: Share tips on seasonal home décor to enhance appeal during showings.
Investment Opportunities: Discuss investment properties or rental opportunities in the fall market.
Client Appreciation Event: Plan a client appreciation event like a fall-themed gathering or webinar.
Winter:
Winterizing Tips: Tips on preparing homes for winter conditions, including energy-saving tips.
Holiday Home Safety: Tips on keeping homes safe during the holiday season.
Year-End Market Recap: Summarize the real estate market's performance over the year.
New Year, New Home: Discuss the advantages of starting the home buying/selling process in the new year.
Local Charity or Cause: Highlight local charitable events or causes during the holiday season.
General Tips:
Personalized Greetings: Always include personalized greetings and messages relevant to each client's situation.
Call to Action: Encourage clients to reach out with any real estate questions or referrals.
Interactive Content: Include polls, surveys, or interactive content to engage clients.
Visual Content: Incorporate visuals like infographics, videos, or property listings.
Feedback Requests: Periodically request feedback on the content and suggestions for future topics.
By alternating between informational, seasonal, and personalized content, you can keep your clients engaged and informed throughout the year.
Cold Calling, Circle Prospecting & Door Knocking OH MY!
Identify who to connect with.
Utilize MLS + white pages
&/or a program like Property Radar
What metric is your basis & why…
When cold calling and circle prospecting in a niche neighborhood as a real estate agent, here are some key statistics and identifiers to consider to determine if it's a good neighborhood to prospect:
1. Turnover Rate:
Average Days on Market (DOM): Look at how quickly homes are selling in the neighborhood. Lower DOM typically indicates high demand.
List-to-Sale Price Ratio: A high ratio suggests homes are selling close to or above asking price, indicating a competitive market.
Frequency of Sales: Determine how often homes are listed and sold in the neighborhood per month or year.
2. Market Activity:
Number of Active Listings: A higher number could indicate a competitive market or potential turnover.
Recent Sales Volume: Analyze the volume of sales in the past 6-12 months to gauge market activity.
Price Trends: Look at whether home prices are appreciating or declining over time.
3. Neighborhood Desirability:
School Ratings: Good schools often correlate with higher demand and property values.
Crime Rates: Lower crime rates generally indicate a safer neighborhood, which is attractive to buyers.
Proximity to Amenities: Access to parks, shopping centers, restaurants, and public transportation can enhance desirability.
4. Demographic Trends:
Population Growth: A growing population often means increased demand for housing.
Age Distribution: Consider if the neighborhood attracts families, retirees, young professionals, etc., based on amenities and local offerings.
5. Community and HOA Factors:
HOA Rules and Fees: Understand the rules and fees associated with living in the neighborhood.
Community Events and Activities: Vibrant community activities can enhance neighborhood appeal.
Identifiers to Look For:
Realtor Insights: Consult with other local real estate agents who specialize in the area for their perspectives on market dynamics.
Local Market Reports: Analyze real estate market reports specific to the neighborhood for detailed statistics and trends. > hint! RPR.
Online Tools: Use online platforms and databases to access neighborhood-specific data on sales history, demographics, and property characteristics.
^hint! Property Radar.
By focusing on these statistics and identifiers, you can identify neighborhoods with active markets, strong buyer demand, and potential opportunities for successful prospecting as a real estate agent.
Events
Hosting personalized client appreciation events can be daunting & they don’t necessarily produce measurable results. That’s not to say, they’re not valuable.
I have three tips for you;
ONE: Read: Perk your Sphere
TWO: Invite to attract: Include an option to bring a friend, always.
THREE: Maximize your invite list. I can’t stress this enough. Clean this up, make it about the list & not the day of. Don’t simply ‘blind’ send to everyone. GET THOSE RSVPS!
Vender Relationships
Send out a survey.
Hey [Lender/Financial Planner/Builder/Title]
How can I best support your business this year?
Referrals
Educational Materials including seminar, co-branded materials, newsletter etc.
Give me all the things!
With gratitude,
Your name.
& finally, create an IPAC. Income Producing Activities Checklist » Here’s mine!
80 Ways to Grow:
1. Open houses
2. Door knocking
3. Pop by's (individual & business)
4. Direct mail
5. Newsletters
6. E-Newsletters
7. Hand-written notes
8. Call FSBO's
9. Call expired & canceled listings
10. Client appreciation party
11. Volunteer
12. Networking events
13. Get involved in the community
14. Annual CMA updates
15. Quarterly hyper-local market updates
16. Circle prospecting
17. Print advertising
18. Social media
19. Blogging
20. Hand out business cards
21. Email drip campaigns
22. 8x8 campaigns
23. REO/HUD/Bank listings
24. Attend the public trustee sale
25. Send notes to homes "for rent" as possible listings
26. Trade shows/home shows
27. Host a seminar/talk
28. Network with affiliate providers
29. Wear logo places where you talk to others
30. Preview properties and send to cold leads
31. Work short sales/pre-foreclosure properties
32. Enroll in a class/hobby to meet more people
33. Join a book club
34. Target renters (non-owner occupied)
35. Mail home anniversary cards
36. Send letters to owner of town house rental owners to check up
37. on their properties (send photos and a CMA)
38. Write an info article for the newspaper
39. Bus benches, grocery carts, and billboards
40. Create and handout personal brochure
41. Radio campaigns/guest
42. Give your vendors business cards to hand out
43. Learn a new niche of real estate-ask for referrals
44. Interview people to expand SOI
45. Attend charity events
46. Do a drawing to capture information
47. Create and maintain a business website
48. Capture and follow up with internet leads
49. Host a networking group
50. Maintain your mailing group
51. Farm a neighborhood
52. Work out of state referrals
53. Ask past and current clients for referrals
54. Adopt a school- take them treats/pop bys
55. Go to laundromats and talk to renters
56. Look for wedding/child announcements
57. Team up with a divorce lawyer
58. Send holiday cards
59. Get a wrap/magnet for your car
60. Video marketing for specific neighborhoods
61. Host housewarming parties for clients-capture info
62. Give servers business cards (and tip well)
63. Pay for the person behind you and leave your card
64. Sponsor something and host a table at the event
65. Create a float and enter parades
66. Host educational/info sessions for past clients
67. Send just listed postcards to move up areas
68. Facebook ads
69. Gather and send testimonials to clients
70. Buyer needs postcards
71. Send "Just Sold" post cards to FTHB areas
72. Work garage sales
73. Purchase tickets to events and offer to your clients
74. Host a tour of homes (multiple open houses)
75. Target college-condo investors
76. Host a class about buying rental properties
77. Visit with new construction representatives
78. Partner with local businesses-send coupons to PCSOI
79. Put info on bulletin boards around town
80. Attend real estate conferences/seminars and ask for referrals
Resources
Below is a list of resources that I reference weekly to be sure I am confidently in the know of anything happening within my local market & nationally. Do you have a great resource? Send it my way!
Stay apprised of up-to-date MARKET DATA.
For resources & industry advice on specific topics including; legal, agent, broker & property rights issues. Check out NAR's TOPICS BLOG.
Stacy Sutter, president and owner of Summit VA Solutions, sits with Byron Lazine to discuss the benefits of hiring virtual office support through Summit, Sutter’s time in REO, why he started Summit, and his thoughts on the real estate industry, including the rumors of another housing crash or foreclosure crisis and what agents should be focusing on as August 17th approaches.
See you next month, check back weekly for frequent tips & tricks. Interested in meeting over coffee to see how Jess can help? Send us a message > wisethenewsletter@gmail.com