Wednesday, May 24, 2017

In step with real estate phenom, super-charged entrepreneur Michael Reese

By Julie Escobar

You’ve got to love a day that starts by interviewing one of the clearly most passionate people in real estate, Michael Reese.  With the level of energy and integrity he brings to the table – who needs coffee?  I recently had the pleasure of pre-viewing some of the extraordinary tools, systems and strategies he and his partner Jay Kinder are sharing with eager agents from just about every corner of our industry and I couldn’t wait to speak one-on-one with at least one member of this dynamic duo!  Mike was kind enough to share his time and thoughts and I think you’ll find that there’s a lot to resonate with almost any agent trying to succeed in today’s market…starting with his “Win Before You Start” philosophy.

Here’s an excerpt from our interview:

Q:  Great to meet you Mike!  You’re on top of the world and on the top of your game.  I’ve been following the launch of your upcoming event and I have to admit – it’s exciting!   Tell me a little more about your story and what inspires you and Jay Kinder to share your success secrets with the world and why you’re so passionate about helping agents get the most from this business?

A:  Well, I think it’s that we achieved our real estate goals and I believe that part of the natural process of achieving a goal is that you want to share what works and what’s rewarding with other people.  It’s funny when Jay and I first started we were going to write a book called “The Coachables” so we spent $99 for a DVD on how to write a book and between the two of us, I think we got through maybe 15% of it before we had to move to another means of getting our message out!

Mostly what we learned was that there really wasn’t ONE person out there who had it ALL figured out.  You know there were a few agents who did some of the things 1000% better than others.  Things like capturing referrals, prospecting, lead generation and follow up.  There were also better than average systems, websites, marketing and advertising tools of course – but with so many choices it’s really easy for agents to fall victim to “drift.”  What I mean by that is that for a lot of agents, it’s easy to get lured in by a really good salesperson, catchy ad or shiny prospect or so caught up in trying to decipher which person to model or which product to buy that they can lose their way, or worse than that, feel like their only option is to simply “guess.”

That’s why we wanted to create something that would pull it all together for agents from the best formal business practices, sales tools and prospecting solutions to the how to identify the right people to watch and model, making easier for them to succeed.

Q:  Well there’s certainly a need for that!  In fact, I just read  your “Clarity Report” and I’ve got to say, it’s right on target with the foundation building “must know items” agents (both new and experienced) should master.  Tell me, what do you guys teach about building the right foundation and how they can get a copy of this terrific business booster themselves?

A:  You know, when we got outside the real estate industry we realized there were some common denominators that made all the difference in the world between success and failure.  We also discovered that for most agents – if they had any of the components at all – were building their business out of order.   It’s like building a house – you don’t start with the sheetrock and boards right?  You start with the foundation.  It’s the same when building a real estate career.  That’s when we decided enough with the book; let’s get the information out there.  It started with two training calls a month to help agents put all the foundation building skills in order and it’s grown to the powerful system that we’re proud to share with agents today.

Our goal was simple:  Bring as much value to one real estate agent as we possibly could then learn how to do that over and over. It’s like that premise, small hinges swing big doors.  We knew if we could give everything we’ve got, from teaching skills and putting the right systems in place to the principles of tracking then we could help people succeed.  So we took those two training calls a month, and we did that for two and a half years and built a library of training that would help us realize that goal.

Q:  By the way, THAT’S a great goal and I admire your desire to give your best back to your clients.  What’s one of the biggest things you’ve learned along the way?

A:  That the number one thing is that training and coaching is NOT one size fits all.  I’ll give you an example. If we’re all headed to California and I’m in Texas and you’re in Florida, we may both be heading to the same destination but we’re both going to get there a different way-right?  Why?  Because we’re starting from different places.  It’s the same thing in training.  I tell you, that was one of the most frustrating things for me when I first made the decision to invest in having someone help me.   The first four months of calls were all about things I was already doing and had been doing.  I mean when you get to the top of the ladder but it’s on the wrong wall you’ve got to start over right?

Until someone knows with absolute clarity where they are and where they want to be they can’t get there.  That’s why we start with the foundation and the Turning Point Clarity Report. We know how critical it is to give agents a taste of success right out of the gate and we can do that because we only use PROVEN systems and tools that allow them to track everything they’re doing.  We help them take a good hard look at those KPIs or Key Performance Indicators that allow them to know where they are at all times in relation to where they want to be.

Q:  I loved your segment about Strategic Planning – can you give me your formula for that?

A:  Absolutely.  A strategic plan is simply the Whens, Wheres, Whats, Hows, Shoulds and Shouldn’ts of your business.  It’s what defines your key daily activity; it’s the road map to get you there and the energy booster to take you all the way.  It is knowing that you’ve got “25 more miles to go until you need gas.”  It’s the tool that allows you to take a look at any opportunity and have the ability to lay that opportunity over your Strategic Plan to see if it’s in alignment with your core goals. If it is, great, add it in, but if it’s not, it doesn’t matter how shiny or pretty or new it is – it will take you further from your goal.  We don’t want that for our agents.

Q:  I agree – and I believe what you’ve got is a terrific and comprehensive foundation builder.  In fact, I’d like to share your video that walks agents through your “Clarity Report” Strategic Plan and allows them to download a copy of their own at the close of this interview if you don’t mind!

 

You know, Mike, times have been tough for a lot of agents.  In one of your videos you talked about “fun” being one of your core values.  Tell me why that is and how agents should and could adopt that same philosophy and use it to boost their business & their confidence in today’s market.

A:  Well, for us – if it’s not fun, we’re out.  We’ve all been in that place where we’ve said, “this isn’t fun anymore.”  My calls start at 6:00 am, and I never dread working.  The reason for that is that it is all part of that same plan we talked about.  I don’t work for money.  In my opinion, money is like the field goal or the touchdown.  It’s a means to represent the amount of value you bring to the people in your life such as the customers, business partners, vendors, employees – everyone.  It’s a lot more rewarding, fulfilling and fun when your focus is on creating value in other people’s lives than focusing on the dollar.

Q:  I couldn’t agree more, Mike.  The other side benefit of putting fun into your business plan is that it makes the days so much more rewarding and enjoyable – which is all the more reason to go to work-right?  Now, let’s get to how I came up with the title for this article!  Will you tell our readers what your BEST PIECE OF ADVICE would be?

A:  Sure, my best advice would be to tell you to “Win before you start!” What I mean by that is when you go out each day you have a plan – and it can be a winning plan or a losing plan depending on how you approach it.   Do you have the right directions or the wrong ones?  Do you have the strategies, differentiators, effective communication skills, road map, etc. to WIN?  Winning doesn’t happen by accident.  Success all comes down to allocation.  Everyone starts day one with zero sales right?  It all comes down to how they allocate their time, finances, resources and skill that determines who will win.  So plan it out!  Put all the winning steps in place before you ever walk out the door.  ”Planning will set you free!”

A big part of winning before you start begins with what we talked about earlier–giving as much as you can away in terms of service and value to your customers.  My mentor calls it “stacking the coolness.”  Think to yourself – what is the best thing I can give?  Then do it!  Then take a look at how you allocate your time, energy, resources and make sure they are in alignment with your goals.

Q:  Great advice, Mike!  I’ve got to say, I’ve seen a lot of teachers, systems and strategies over the last 25 years and I’m very impressed with what you guys are bringing to the table.  Can you share with our readers how they can find out more about building their business with the same passion, power and FUN that you guys seem to exude a hundred fold?

A:  Absolutely!  The best thing to do is come find out more about how we’re bringing EVERYTHING we’ve got to agents out there who are eager to make a change.  We’re hosting our 2010 Exponential Growth Summit in Plano, Texas November 8-10 and we’re leaving nothing out!  We’re bringing together the people who’ve mastered all parts of the equation—you know, those top performers who do specific components of business building 1000 times better than anyone else?  Click here to get your free Clarity Report and learn all the amazing things we’re going to be sharing with agents in November!

Q:  Terrific!  Mike, thanks for spending some time with us!  I can’t wait to share more about what you guys are doing out there!  Sounds like it’s going to be a great time learning great things with great people!  I wish I were going!  If you’re serious about staying in this business, growing a consistent, sustainable, and FUN referral base and skyrocket what you’re making – then you owe it to yourself to check this event out!  Get all the power-packed information and tools by clicking on the links below!

To watch Mike and Jay’s powerful video about building your business and to get your hands on your copy of the Clarity Report, click here!

To learn more about Mike Reese and his partner Jay Kinder, visit www.kinderreese.com/about.  They’re great guys doing helping to make incredible things happen for agents across the nation!

If you’ve got questions or comments for us, jot them in the comment section below or email me directly!  We’re here when you need us!

Expireds looking for help will participate in conference calls—if they can phone in anonymously!

By Julie Escobar

Want a creative way to work Expireds without the worries of do-not call violations? The Expired conference call is a powerful guerilla-marketing tool that will put you in touch with a lot of prospects.

Knowing that a large number of Expireds will eventually re-list their homes for sale with a real estate agent, why not try a rejection-free approach that will literally get them to call you? This is a creative, easy, cost-effective, and painless strategy that will get your phone to ring and increase your listing inventory. A word of caution: This tool isn’t for everyone. But if you are the type of person who believes in the magic of creating a relationship first and making the sale later, you’ll love this!

How can I get Expireds to call me?
Contact your local telephone company do a Google search for conference call companies. We have many clients who like the services that FreeConferenceCall.com provides, but shop around and find out what makes the most sense for you!

Once you’re all set up, you’ll receive a special phone number and passcode and instructions on how to use your new conference line.  What’s great about a lot of these services is that they can allow you to record your calls, and even keep track of who has dialed in with a phone number record!  Perfect for follow up prospecting!

Create and print fliers letting Expireds know that they can participate in a free, anonymous 30-minute conference call each week to help them sell their homes. Let them know what day and time to call and any instructions they’ll need to join the conference call. Try not to pick a time and day of the week that conflict with a popular TV series or major sporting events.

Nex, distribute your fliers/invitations to as many Expireds as you can find in your area.  Go through the daily expired list in your market, and even take a look at those which expired 3-6 months ago and were never re-listed.  They’ll be happy to hear that they were not forgotten!

You can also place your fliers on local bulletin boards in your area. Grocery stores, home-improvement stores, and shopping centers are all great places to start, especially outside those areas where you may have noticed a high percentage of Expireds.

Now, for zero cost you can e-mail your flier directly to the sellers of those Expireds with an invitation to participate in your FREE Expired Listing Conference Call each week. (Make sure that you include your return e-mail address and postal address, have a means to unsubscribe, and comply with all other state and federal e-mail and anti-spam rules.

Your flier should let Expireds know that they can talk with other people who have had similar experiences, and that they can talk with you, one of the area’s top real estate professional.

What will you talk about?
Your job during this call is simply to carry the conversation. Thank your callers for joining in and let them know you are available for private consultation if they’d like to call you directly. Have a prepared list of subjects you plan to talk about and a list of sample questions they may want to discuss.

Offer free advice on some of the most common factors that cause a listing to expire as well as some of the things that can be done differently to insure a successful and expedient sale for those homeowners who are still eager to sell.  Here are just a few examples of free information you can offer the participants of your call:

  • Selecting the right price to attract the most buyers
  • Making the right improvements to avoid wasting money on unnecessary, unprofitable projects
  • Advertising tips, so you don’t waste money
  • Preparing your home for a good showing
  • Marketing strategies that have worked for clients in the past
  • How the current market affects their selling power
  • Move up market solutions

Now, imagine you were a caller. What would you ask? What would you want to know about selling your home?

  • How to choose the right agent
  • What went wrong with their listing
  • What other homes are selling for in their area

You can also invite guest speakers, such as loan officers, staging experts, home inspectors, or real estate attorneys to discuss specific topics relating to the sale of a home. You can ask your guest speakers to pay for the cost of the call that week in exchange for the opportunity to market their services to home sellers.

Throughout the conference call, offer free services. A price analysis, an equity analysis, or Merchandising Review usually work well. What is a Merchandising Review?  It’s a presentation tool found in our ProspectsPLUS! Personal Real Estate Marketing Software that illustrates the 21 factors that go into a SALABLE listing.  It’s a great way to put some of the responsibility for making the home marketable back on the sellers.  It’s also a great tool to get your foot in the door with those Expireds as you can use it to help identify the nature of their problem!

Finally, wrap up your call by asking the participants to call back often and discuss what new topics will be on the table for the following week. This is a great way to build confidence and eventually gain business.

Will Expireds call in?
You bet they will, and here’s why:

  • It’s free
  • It’s anonymous
  • It’s more comfortable to them than meeting face to face with a real estate agent
  • Anybody with a touch-tone phone can call in from any location.

In fact, you can moderate the conference call from the comfort of your own home while you’re wearing pajamas and eating your favorite ice cream.

This is a definite “give before you get” proposition, so be patient. If you expect immediate results, you will be disappointed. Often, there will be a few people on the line who will not talk. After a couple of calls, most people will feel more comfortable and will chime in.

Keep in mind that while some may still choose to sell their homes on their own, or may re-list with another agent.  Your value proposition in exchange for offering this free service is that you are simply asking that should the time come when they do decide to re-list, you hope they will think of you. If they do sell on their own, perhaps you can help them with the purchase of their new home.

Remember to ask everyone on your calls for referrals.

Could this strategy be worth an extra listing (or two or three) per month to you? Set up the call, invite as many Expireds as you can, and find out!

P.S. – If you have the ProspectPLUS! Personal Real Estate Marketing Software, look for the collateral pieces and goof-proof tips in the Lead Generation module of your software.  There are also postcards available to help you advertise this easy system!  If you don’t have it and would like a demonstration of how it works as well as all the marketing materials associated with setting up an Expired Conference Call – give me a call at 866.405.3641.

To learn more about ProspectsPLUS! and how you can ensure that you ALWAYS have the right message for your market, contact me at 1.866.405.3641 today or visit www.prospectsplus.com.