Good morning,
I have extremely exciting news to share with you!
J.D. Power and Associates announced today that RE/MAX ranks highest in customer satisfaction, for both buyers and sellers, in its 2011 residential real estate survey.
That's right – we've earned the highest level of appreciation from BOTH groups of consumers, which is a remarkable statement about the Outstanding Agents in our organization.
I want to personally thank and congratulate every one of you for contributing to this prestigious recognition. It truly reflects your professional excellence, your enthusiasm for education, your commitment to distressed sellers, your individual drive, and many other qualities that serve the interests of your clients. Your efforts change lives, and those people have spoken.
Our team at Headquarters is working with J.D. Power and Associates to determine how we can use the results of the survey, as well as their name and logo. As soon as possible, we will let you know what the guidelines are.
In the meantime, celebrate this incredible achievement and enjoy the fact that once again you've proven yourselves to be the best in the business.
Congratulations!
Dave
Sent by Dave Liniger, Chairman and Co-Founder, RE/MAX World Headquarters
Five Tips to Make Sure Your Seller Doesn't Swith Agents
RISMEDIA, July 1, 2011—In the current real estate market, with home sales slumping like an injured athlete, many sellers are pulling out all the stops to get their homes to sell. One of the most common tactics is to change REALTORS® when the one they’re using isn’t getting the job done. However, one expert believes that there is another way.
“Switching REALTORS® every few months is not necessarily a strategy for success,” says Pat Hiban, a billion-dollar selling real estate agent and author of 6 Steps to 7 Figures, a self-help guide for realty agents. “In this market, it’s not uncommon for a home to stay on the market for many months. The problem with switching agents frequently is that sellers eat up a lot of time with the learning curve with each agency change. Every time a seller finds an agent, they lose their institutional memory with regard to their house and their situation.”
Hiban advises real estate agents to adhere to the following five steps to ensure their sellers don’t look to hire a different agent:
• Be Proactive – Successful people are productive every morning. In sales, that means you need to make prospecting calls, do open houses, call contacts, write notes to people, make new contacts, and get in people’s faces. Instead of waiting around for the phone to ring, work every avenue you can.
• Plan The Week – Set your agenda for the week, and make sure you are doing something every day to promote your property. Some REALTORS® tend not to pay attention to properties that aren’t generating a lot of excitement, and instead they focus on the properties that might be easier to move. Stay focused with an agenda every week, and you’ll increase your chances of being successful.
• Get Busy – Activity breeds activity. It’s a universal truth that the more you push your flow out to potential buyers, the more inward flow of contacts you’ll generate. One thing really does lead to another, so even when the response is slow, keep plugging away. You never know when you’ll catch a break, but if you aren’t in the game and getting out in the community, you’ll never have a chance to find one.
• Accept All Invitations – Networking can many times win the day, and real estate agents typically receive every invitation available to local networking and community events. When you attend these functions, everyone in the room could be a potential client or a potential buyer.
• Don’t Panic – Panic and negativity on the part of your seller can make you feel the same way. Stay focused and positive. If you keep going, they’ll keep going.
“Switching REALTORS® every few months is not necessarily a strategy for success,” says Pat Hiban, a billion-dollar selling real estate agent and author of 6 Steps to 7 Figures, a self-help guide for realty agents. “In this market, it’s not uncommon for a home to stay on the market for many months. The problem with switching agents frequently is that sellers eat up a lot of time with the learning curve with each agency change. Every time a seller finds an agent, they lose their institutional memory with regard to their house and their situation.”
Hiban advises real estate agents to adhere to the following five steps to ensure their sellers don’t look to hire a different agent:
• Be Proactive – Successful people are productive every morning. In sales, that means you need to make prospecting calls, do open houses, call contacts, write notes to people, make new contacts, and get in people’s faces. Instead of waiting around for the phone to ring, work every avenue you can.
• Plan The Week – Set your agenda for the week, and make sure you are doing something every day to promote your property. Some REALTORS® tend not to pay attention to properties that aren’t generating a lot of excitement, and instead they focus on the properties that might be easier to move. Stay focused with an agenda every week, and you’ll increase your chances of being successful.
• Get Busy – Activity breeds activity. It’s a universal truth that the more you push your flow out to potential buyers, the more inward flow of contacts you’ll generate. One thing really does lead to another, so even when the response is slow, keep plugging away. You never know when you’ll catch a break, but if you aren’t in the game and getting out in the community, you’ll never have a chance to find one.
• Accept All Invitations – Networking can many times win the day, and real estate agents typically receive every invitation available to local networking and community events. When you attend these functions, everyone in the room could be a potential client or a potential buyer.
• Don’t Panic – Panic and negativity on the part of your seller can make you feel the same way. Stay focused and positive. If you keep going, they’ll keep going.
week 7 of 12
Week Seven
In last week’s assignment I asked that you seriously consider ONE thing that you were going to do differently. Have you done so?
If you have...
What was the net effect of doing it differently?
Did it increase your efficiency?
Did it simply make things a bit more enjoyable for you?
Will you continue to it this way?
How will you continue to modify it?
If you did not...
If you did not get around to doing this activity, you really need to objectively answer these questions. Trust me; many people who go through this process have difficulty making this a priority.
What was the one single obstacle that kept you from completing this task? Too busy, put it off until later, didn’t think it was important enough, couldn’t identify what the one thing was you wanted to change? Trust me when I tell you it is crucial that you make this task a priority! Give some thought to why you truthfully didn’t do this task. Your reason for not doing the exercise may very well shed more light on what you need to work on, than the task I originally asked you to complete. You see, selling real estate is one of the most challenging professions you can undertake.
I believe the discipline that is required to do the things we know we should do takes extraordinary will and courage. It is so easy to put things off or never get around to them because we are so busy. What makes a difference in the long run is how can we get ourselves to do these things. I suggest that one of the reasons we struggle with maintaining this consistency is because we are doing things we (deep down inside) don’t really enjoy. Now, why didn’t you complete this task?
What are the three daily activities you will do this week? Is it making ten calls to your sphere of influence? Is it handing out one business card to someone you don’t know? Is it writing five notes to people you do know or just met? Identify what your three most important daily activities will be this week?
What are the three weekly activities you will do this week? Send me an e-mail and share! ronsnow@remax.net
Ron Snow
Principal Broker
RE/MAX Metro
801-774-1600
Relay for Life 2011
Team RE/MAX Metro earned over $1500 for Relay for Life! Way to go agents! Thank you for your efforts in the fight against cancer!
Week 6 of 12 RE/MAX Metro Coaching
Week Six
If you took seriously your “assignment” for last week, you should be feeling either very good about your efficiency or recognizing the need for being much more specific in your daily activities. It would certainly benefit you greatly to continue the exercise of evaluating each work day for this coming week as well. That’s entirely up to you.
I would like for you this week to specifically identify which activities you are going to do and what your objectives are. Lay out a five day work week and write down Monday through Friday. List the activities you are going to do daily. List the activities you are going to do once sometime during the week. For weekly activities, which day of the week will you do it (them)? For daily activities you may choose to identify when you will do them; morning or afternoon.
What are your objectives this week?
How many phones calls will you make?
How many notes will you write?
What did you learn from last week’s tasks that you will change for this week? Assign them a day of the week if appropriate or write them down for each day, if a daily activity.
In the past 30 days, what have you learned about the way you conduct your real estate career?
Where does your business come from?
What are the biggest time wasters for you personally? How can you begin eliminate them?
How much money did you spend or commit to spending this week in promoting yourself?
What are the things you’re doing that you really don’t enjoy?
What are the most enjoyable aspects of what you do?
How can you develop more enjoyable things and eliminate those you don’t enjoy?
If you had to select ONE thing you will DO DIFFERENTLY what is it? How will you do it differently? If you are truly serious about this, then e-mail it to me at ronsnow@remax.net
Have a great week!
Ron Snow
Principal Broker
RE/MAX Metro
801-774-1600
Week Five
In the first five weeks of tasks, this may be the most meaningful in determining what are your strengths are and which areas you need to improve upon. PLEASE TAKE THIS SERIOUSLY!
At the end of each work day for the next week you should take fifteen to twenty minutes to evaluate each activity you did or did not do, (but know you should have). Keep a short, written record of exactly what you did that particular day and how you benefited from it. Also, write down what you could have done to become even more efficient or successful at that one activity.
Example: When you review your day, let’s say you conducted a listing presentation. Ask yourself,
What did I do that seemed to be very effective?
What did I do that I could have eliminated; it really wasn’t necessary?
Which things did I say where I got a positive response from the sellers?
Was there anything I did or say where I sensed the sellers were not on the same page as me? Their reaction was negative, puzzlement or uncertainty.
Did I make any promises to them that I need to be fulfilled?
Did I say anything that seemed to get them enthused or excited?
How specific did I get in telling them what they needed to do in order to assist in the marketing of their home?
What could I have done to reduce the amount of time I spent in the listing presentation?
If I were to go back out tomorrow and do the presentation again, what would I do differently?
Example: In reviewing your day, think about which prospecting activities you did.
Did I make any phone calls today with the express purpose of generating leads?
If you did; Did I make the calls in a “cluster” of calls or did I spread them out throughout the day?
Did I make the calls in an efficient way?
Did I use a script?
Did I say anything that I wish I would have said differently?
Did I ask questions, thus controlling the direction of the conversation?
Did I make certain that the conversation included real estate dialogue and not just personal conversation? If good friends, did I begin the conversation with, “I’m calling with my real estate hat on today?”
Did I directly or indirectly ask for the business? If no one was at the number called, did I leave a message telling them I was “just thinking about you and wanted to know if I could help you or anyone you know with your real estate needs?
Example: Other questions you may ask yourself in your “debriefing” are...
What did I do today that was really not necessary?
What did I do today that I could have done more quickly? How?
What should I have done today, but simply didn’t get around to? What prevented me from doing it? (other than just not making it a priority)
Of the hours I worked today, how many did I actually work? Are there personal things I did during the day? (these may be necessary, but they do subtract from your actual work hours)
Did I waste time today talking to other agents or other people on the phone or in person?
Did I have a list of what needed to get done today? Was it prioritized?
If you didn’t have a list, what would the list consist of for tomorrow? Categorize your “to do’s” into A, B or C. Must do, Should do or Do when there is time.
Given your entire day, how would you rate it in productivity? 1 being a total waste of time and 10 being the most productive day possible.
Conduct this Review Process each work day this coming week and experience improvement in efficiency that you never dreamed possible!
Ron Snow
Principal Broker
RE/MAX Metro
801-774-1600
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