I think 2022 is going to be an amazing year, both for real estate agents and for the rest of us.
But it won’t be if we don’t plan. And, no, it’s not too late. Consider an old Chinese proverb:
“The best time to plant a tree was 20 years ago. The second-best time is now.”
So, let’s get to it.
Go back before moving forward
To get a clear starting point, planning for the new year requires looking back at your efforts and outcomes from last year.
What went well?
What activity should you be doing more?
What didn’t go well?
Is there a way to tweak the unsuccessful efforts or should you drop them?
Then, take stock of your systems and tools. Are you using all of them? Could your CRM use some love? Perhaps you need to update to newer, better tools or systems.
Money, money, money
An assessment of your end-of-year finances, and how you got there, will be a huge help in determining what you need to do in the coming year. Look at not only your income and outgo but the number of transactions it took to bring in the money.
Then, come up with a transaction count required to meet your 2022 financial goals. The Real Estate Business Plan is an ideal free tool to help you do this.
It takes consistent effort to increase performance.
Ensure you have the infrastructure, tools, and systems to support you. Then, go out and slay some real estate dragons.
Real estate marketing tools to help you write your 2022 success plan
1. The Free 12 Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
2. The Free Interactive Real Estate Business Plan
The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals. – Click Here
3. The Free Online ROI Calculator
Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here
4. The Become a Listing Legend Free eBook
Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here
What do you tell people when they ask what you do for a living?
“I’m in real estate” is a common answer to the question. So is “I’m a real estate agent (or REALTOR®). Sure, those are answers to the question, but they aren’t exactly memorable.
Here’s how to craft a real estate agent elevator pitch that will make you unforgettable.
20 to 30 seconds
According to a Princeton University study, people form an opinion based on facial appearance within one-tenth of one second. Pass that test and then you’ll have a mere 20 to 30 seconds to wow them with your real estate elevator pitch.
Yup, it’s not much time, but if you can squeeze vital home information into the puny word count the MLS allows, you can certainly sell yourself in half of a minute.
It’s a tool you’ll use a lot
From responding to online leads to introducing yourself at cocktail parties and in marketing materials, a real estate elevator pitch is something you’ll find quite useful.
I love NextDoor.com, especially when a neighbor posts that he or she is looking for a real estate agent. Unfortunately, I’ve yet to see a really compelling response from agents. And, even sadder is that the agent responses are so similar they could be mistaken to have come from the same person.
“I go the extra mile” and “I go above and beyond” are common refrains. If that is your USP as well, please, do the industry a favor and dump it.
Agents can buy a NextDoor Neighborhood Sponsorship and, in my neighborhood at least, only three have done so. What they pay for, is an ad that looks like this (image left):
I haven’t come across an agent-sponsored ad yet that answers the questions suggested by the platform. Yet, they pay for the space.
Here’s a Sponsorship ad from another business (image right):
This phone and computer repair person understands the value of what he’s paying for and uses the space for all it’s worth with his or her elevator pitch.
Create your own real estate agent elevator pitch
“You know [the real estate pain point]? Well, I [solution]. In fact, [proof].”
That’s the formula for the ideal elevator pitch, according to author Allan Dib. “Good marketing takes the prospect through a journey that covers the problem, the solution and, finally, the proof,” according to Dibs.
Keep it quick. Keep it simple. Ensure it’s not too promotional.
Put in real estate terms, Dibs’ formula may look like this:
“You know how people who want to buy a home are having a hard time finding one? What we do is reach out to the homeowners in our database with a list of our buyers’ needs. This has been so successful that we have found homes for 25 of these clients just in the past 30 days.”
Go ahead and plug your elevator pitch into the formula or feel free to steal ours, if it fits.
Another way to grab your audience’s attention and keep it is with a Real Estate Times Series Campaign. The Real EstateTimes Series has timely real estate news and statistics that is of value to homeowners.
Did you know, the Real Estate Times Scheduled Campaign is currently on sale for 10% OFF the first month?
Real Estate Times Scheduled Campaign (shown above). Learn more, HERE
TO LAUNCH A REAL ESTATE TIMES CAMPAIGN:
Hit “CLICK HERE”, below, to schedule your campaign (from a desktop or laptop computer).
USE PROMO CODE: TIMES10 to get 10% Off at check out.
And, remember, YOU DON’T PAY for each mailing until it actually goes out (cancel or change each mailing up until the night before it goes out). This sale expires 9/4/21.
Please reach out to our support team at 866.405.3638 with questions or if there is anything we can do to help you with your success.
PLUS: When you have time…below are some helpful tools to support your success.
1. The Free 12 Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here
2. The Free Interactive Real Estate Business Plan
The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals. – Click Here
3. The Automated Way to Become a Neighborhood Brand
Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.
4. The Free Real Estate Mailing List Guide
The Real Estate Mailing List Guide outlines the top tools for generating targeted prospecting lists including Baby Boomers, Empty Nesters, Investors, Lifestyle Interests, High-Income Renters, Move-Up Markets, and more. The Guide also defines done-for-you marketing campaigns to match these markets. –Click Here
5. The Become a Listing Legend Free eBook
Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here
6. The Free Online ROI Calculator
Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here
7. The Free Real Estate Marketing Guide “CRUSH IT”
The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted prospect list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here
In “The Odyssey,” Odysseus went to war and left his household in the capable hands of a Mentor, his son’s teacher. Apparently, the Mentor was really good at dealing with personal dilemmas.
As a new agent, you have lots of those, right?
While being mentored isn’t just for new agents, they seem to be the ones that most need it. Seasoned agents typically hire a coach, or trainer, to assist with increasing their production, hiring management and staff and learning better business practices.
For the nuts and bolts of how to actually hit the ground running in a real estate career, however, latching onto a mentor is the way to go.
The Timing is Everything postcard is located under the Fence Sitters Series in the postcard section
And before you get all uppity and indignant that we are assuming you know nothing about how to be a real estate agent, consider that Beethoven was humble enough to accept mentoring from Hayden. Plato turned to Socrates for help and then, in turn, mentored Aristotle. Then, there was Freud and Jung.
What is a Real Estate Mentor?
Taking over the king’s household was an enormous responsibility for the Mentor.
It meant that he “had to be a father figure, a teacher, a role model, an approachable counselor, a trusted adviser, a challenger, an encourager,” according to J. Carruthers in “The Return of the Mentor: Strategies for Workplace Learning.”
Which is exactly what a real estate mentor should be — well, sans the father figure part.
A mentor is someone in your office who takes you under his or her wing – free of charge – and shows you the ropes.
Mentors have various ways of teaching, but the best will let you shadow them for a couple of weeks. Going on some listing presentations with a top listing agent is an amazing opportunity to learn how it’s done, successfully.
Why have a Mentor?
It’s safe to say that Renton, Wash. broker Sheila McGraw knows a thing or two about how to achieve success in real estate. In 1995, her first year in the business, she earned more than $150,000 in commissions and was named Rookie of the Year.
McGraw claims that the best way to learn “is to model oneself after someone that has achieved the level of success one aspires to.”
Tony Robbins takes it much further and insists that you need a mentor to obtain “mastery.”
Mastery is a noble goal if you hope to last in the real estate industry. “One of the things new agents need to learn early on is that no two transactions are the same. By shadowing a mentor, they’ll not only learn this first-hand, but they’ll be able to see how a master deals with the various situations,” says Realty Billings broker/owner Amber Uhren.
While shadowing your mentor on listing presentations and showings is an excellent way to learn that end of the business, a mentor can also assist with the back-end.
The Tiem is Running Out postcard is located under the Fence Sitters Series in the postcard section
Do you know how to run a small business? How to allocate your time? From choosing the right technology tools to learning how to prospect effectively, a mentor in your corner is invaluable.
Pick a Winner
Be careful who you choose as a mentor. Resist the temptation to choose someone purely on the basis of his or her production level.
“I firmly believe that what you eat, what you think, who you hang out with, who you emulate all makes you who you are. Emulate a jerk and you’ll probably turn into one!” says Jolenta Averill, broker/owner at Lake and City Homes in Madison, Wisc.
When considering who to approach for mentorship, look beyond production. If you’ve chosen a niche, a good choice would be someone who specializes in that corner of the market. But also look closely at personal qualities, such as integrity and reliability.
Finally, look for an agent who is open and willing to allow you into her business world, sharing her professional accomplishments and failures.
Building a business takes time so consider this mentorship period part of the initial process. Don’t rush it and don’t expect to learn everything overnight. You’re building a foundation on which will sit a thriving real estate practice.
A couple of years ago I spoke with California agent Dorothee Crawford and she explained to me how even after three decades in real estate, she remained motivated by the words of her mentor, Cam Merage, founder and CEO of First Team Real Estate.
“I am Persian and Jewish, with an accent and I am not a native to the United States – If I can do this, you can do this.”
Get those fence-sitters off the fence by sending the It Doesn’t Take a Crystal Ball postcard from the Fence Sitters Series to an area where you want more listings.
The It Doesn’t Take a Crystal Ball postcard is located under the Fence Sitters Series in the postcard section.
Need help targeting the perfect niche of buyers or sellers? Use our mailing list toolto create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!
PLUS: When you have time…here are Free killer tools to help your success this year!
1. The 12 Month Done-For-You Strategic Marketing Plan – NEW 2020!
The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here
2. The Free One-Page Real Estate Business Plan – NEW 2020!
Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan. – Click Here
3. Get the ALL-NEW Real Estate Marketing Guide “CRUSH IT”
The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted mailing list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here
4. Become a Listing Legend Free eBook
Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here
5. The Free Online ROI Calculator
Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here
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