Realty Learning Hub

There's an interesting number that not a lot of people are paying attention to right now, and that is the actual number of transactions being completed in the market.

At the same time, many people are comparing their current sales to their sales in 2021, the year when many experienced their best year ever.

However, what they aren't looking at is there are approximately 39% less transactions in 2024 than 2021.

Let that sink in for a moment.

The number of transactions has been nearly cut in half in 3 years.

The questions to ask yourself are, 'am I doing double the amount of work, or being twice as efficient? Am I reaching twice as many people to get the same amount of business that I had three years ago in that really great market.'

It's really tough out there. And it requires a different type of work style than what worked in 2021.

Keep crushing it.

Call now to connect with business.

: If you follow Erik Hatch - he just put this out. I thought it was great and wanted to share:

"The Purpose of a Client Event"
If you're in sales, it's fairly common that you're going to do a "client event."

This is something intentionally designed to bring in people that you care about to remind them that you care about them.

Yet I think most people miss the mark on these events.

Our real estate team has done LARGE client events for the last decade - and I've learned an awful lot as we've handed out over 10,000 pies, 10,000 pizzas, and a river of beer/wine/soda.

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Lesson #1
Size doesn't matter

In fact, a big client event can be detrimental.

The purpose of a client event is to have your people feel seen, heard, valued, and cared for.

If they're in an assembly line or rushed through, you might fail more than you think.

Small and intimate > big and flashy.

Big and flashy makes you look like the star.

Small and intimate makes them look like the star.

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Lesson #2
For the love of God, please don't mass blast your messaging

I have failed WAY too many times on this.

If, in fact, your desire is to make people feel seen, heard, valued, and cared for - does a copy and paste text message convey that?

NO!

Does a mass email or social media post convey that?

NO!

Your very first message to your clients should be a customized voice memo or video (you can do these on social media or through your cell phone's texting plan).

89% of all communication is nonverbal. So make sure you can bring the energy and the right body language!

It's 10x better than texting or mass blasting. I promise you.

(By the way, most people are going to need 4-6 invitations in order to commit and actually take action. Be consistently kind and differ the way in which you invite each time.)

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Lesson #3
This isn't just for your clients

Do you have a neighborhood you're farming...or some leads that you've been trying to chase down...or some people that are acquaintances/friends that you hope to eventually do business with?

BINGO - that's your invite list.

Yes, invite your clients.

AND ALSO invite people you are nurturing.

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Lesson #4
Don't sell a single thing at your event

If you try and sell something - or ask for a referral - you just lost the relationship.

Lemme show you.

Hey Mike, thanks for coming to get this free pie! I sure appreciate you!
By the way, who do you know that wants to buy or sell a house in the next couple of months?

Yuck.

Double yuck.

It says "i am giving you this pie because I want to milk this relationship for your referral."

It doesn't say "you are loved and cared for by me." HARD STOP.

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Lesson #5
The win comes in the follow up

After the event, you should call or send a video/voice memo to every person that attended.
Thank them for coming.
And then, if you desire, ask them for a conversation next week about business.
At that next conversation, you can talk about referrals and future business.
But DO NOT rush this process!

If they didn't make it and they had or had not registered, follow up and let them know that you missed them.
Continue the connection.

Every connection (or missed connection) should lead to another scheduled connection by you.

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After giving away over $300,000 worth of food and drinks - and throwing some of the biggest parties in the industry - I'm convinced that these 5 lessons can help you to maximize your efforts the next time you go after it

Call now to connect with business.

Given the news this morning, upwards of 600,000 agents may be looking for a new career.

Who you are partnered with will matter more now than ever.

🤳Convert Like a Champ! -
🥪Lunch & Learn
⏱️Feb 20th 11-1
📍https://www.eventbrite.com/e/convert-like-a-champ-tickets-819259726897?aff=oddtdtcreator

From rookies to seasoned vets, this class is for anyone ready to dial up their game. Bring your A-game, a notepad, and check your nerves at the door - you're about to become a script wizard in the real estate arena and discover the power of words, tone, and tactics that will increase your conversion rate!
Join us to up your game and out-convert your competition.

AGENTS: Do you have a skill problem?
.. or an action problem?

In real estate, proactive lead generation is the key to unlocking unparalleled success.

As you navigate the ever-evolving market, adopting the right mindset is crucial. Let's dive into two mindsets about leads:


1) "I only want new, 'good' leads..."
➡️ Yet, there's a compelling tale of an agent who not only defied this notion but sold 7 homes by tapping into the goldmine of old leads in the Lead Pond. This isn't a mere hypothetical; it's a testament to the combination of persistence and strategic engagement.

2) "I won't touch old leads that everyone else has called..."
➡️ Although, a newly onboarded agent, on day one, dove into the Seller Lead Pond and secured a listing appointment. What sets this achievement apart is that the lead had been contacted a staggering 36 times by various agents.

This success serves as a clear demonstration that creativity, tenacity, and a fresh perspective can be the game-changer in lead conversion.

In our real estate landscape, there are two distinctive types of agents:

Those who harbor excuses, complain, and witness a decline in their business.
Those who show up, express gratitude for the opportunities, fulfill their responsibilities, and consistently close deals.
The solution in this market lies in focusing on core competencies that contribute to success. Ask yourself:

Are my actions meticulously recorded in the CRM?
Am I consistently engaging in the minimum required daily activities to succeed in today's market?
Remember, it's always about action.

➡️➡️➡️ I challenge you to meticulously document every activity throughout the week, down to the smallest detail. At week's end, assess each activity's effectiveness in generating income. If you pinpoint actions that didn't contribute to your success, make a conscious effort to remove them from your routine.

Embrace the challenge, embrace the action, and watch your success unfold.

Joe Bourland

Check This Out: The concept of rehearsing your scripts and engaging in role-playing might seem dull, anxiety-inducing, and uncomfortable. Who really enjoys doing it, right?

However, when it comes to thriving in this industry, you have no other option.

The national average conversion rate typically hovers around 1.7% to 2%. Mine, on the other hand, surpasses 6%. Wondering why? It's quite simple: I commit to consistent PRACTICE.

Every Wednesday and Friday, between 9 am and 10 am, I engage in role-playing and script practice with my entire team, spanning across Arizona and our colleagues in Texas.

As a firm believer in practicing what I preach, here's an exciting opportunity for all of you! Join us on February 20th, from 11 am to 1 pm, for a LUNCH AND LEARN session on how to Convert Like a Champ.

You'll find all the details and the EventBrite registration link below. Come on, it's bound to be enjoyable – I guarantee it. 😉

https://www.eventbrite.com/e/convert-like-a-champ-tickets-819259726897?aff=oddtdtcreator

Who is The Target Prospect When Conducting an Open House?

I suppose most of us would guess “Buyers!”
“WRONG!” . . . Your most effective prospect in an Open House is other sellers which lead to more listings!
Most of the agents today make the mistake of focusing all of their efforts on buyers when they hold an open house. This is a huge mistake as if you have the RIGHT Open House Checklist, materials and preparation THEN you should be able to generate more listings than buyers. And, . . . that is the name of the real estate game! LISTINGS!!!

🚨🏡 Attention Area Real Estate Agents!
Don’t miss out! Join us Feb 1st for an action-packed BINGO Call Night! 📞💥
📅 When: Feb 1st, 4:00 - 6:00 PM
📍 Where: 15551 N. Greenway Hayden Loop, Ste 205D, Scottsdale
🎯 Why: Smash your real estate goals by ramping up those crucial conversations with consumers! 🚀
🗓️ What’s Happening:
4:00 - 4:30: Role Play to sharpen your skills! 🤝
4:40 - 6:00: Time to hit the phones AND fill up those BINGO BOARDS!
Worried about not having leads? We’ve got you covered! 📋✅
Feeling nervous? You’re not alone, and you’ll be in great company! 💪
Expect a buzzing atmosphere with:
- PRIZES
- Encouragement
- An (almost) full bar 🍸
- An on-site lender to qualify leads 💼 (thanks Mike!)
- A crowd of high-energy REALTORS ready to dial and drive their success! ☎️🔥
Never been to one of these nights? Make this your first and transform your game!
Let’s make those calls and crush those goals! 🏆📈
I mean it when I say, "call nights and role play will change your business". DM and let me know you will make it. IT MATTERS
** All brokerages welcome.

Here's an easy 10-minute exercise to uncover hidden gold at your fingertips.

Step 1. 3 Minutes - Take a piece of paper. Set a timer for 3 minutes.

Without looking in your CRM or database, simply start writing down all the people you showed homes to or had a listing appointment with within the last 12 months.

These are your top-of-mind clients.

Step 2. 3 Minutes - Pull out your phone. Set a timer for 3 minutes.

Look through your text messages and write down all contacts that COULD buy or sell a home with you in the next 12 to 24 months.

Step 3. 4 Minutes - Take all the contacts you just put on your paper and add them into your CRM (database).

Step 4. This week, make contact with everyone on the list.

Don't over complicate it. Just do it.

Bonus: If you have their address, send them a handwritten FOLLOW UP note.

Do you get , you are about to.

Finish the year strong and start 2024 with an actual blueprint to focus on.

We are down to the wire.... RSVP now.......do NOT wait to save your seat.
http://westside.fastforwardmovementaz.com/
A West Valley event like no other! RSVP now for our DECEMBER 6th event.

At this event, there will be a Top Agent Panel where we'll be breaking down the essentials:

🔄 Building referrals through a Client-Centric Approach
📈 Mastering Lead Conversion and keeping an eye on those prospecting numbers
🗓 Living by your Calendar
🏡 Hosting Successful Open Houses

Got questions? Bring 'em on! 🔍

AS A BONUS, jumpstart your New Year with a 'Daily Success Planner' – a practical tool to keep you organized. 📆
And don't skip our Special Feature: Vendor Fair, followed by a laid-back Happy Hour and Networking at 4:00 PM next door at Unit #103. 🥂

🔐 Doors open at 2:00 PM for registration, and the event runs from 2:15 PM-4:00 PM.

Leave armed with real tools – a 'Daily Success Planner,' a self-penned letter, a solid lead follow-up plan, and scripts you can put to immediate use.

Connect with a network of agents ready to support your growth! 🚀

The Business “Long Tail” Concept Part 2

The Google keywords used most often to find Realtor.com are “Homes for Sale” and the location in which they are searching.
Realtor.com, Trulia, Zillow, Real Estate Companies etc ALL allow online consumers to search for almost all ‘Homes for Sale’ throughout the country.

So how are most agents trying to generate leads with their websites? By offering a small subset of capabilities and nothing unique or otherwise beneficial to people. In other words, most agents are trying to compete with Realtor.com, Trulia, Zillow with the proverbial “one arm tied behind their back.”
Trying to compete head–to–head with a company with millions of dollars to spend on technology and marketing is a losing proposition!!

Your next tip is how to compete with The Business “long tail” concept.