Real Estate Business Basics

REAL ESTATE BUSINESS BASICS

E-BOOK By: Dwanna Stanley

05

INTRODUCTION DISCLAIMER LET'S TALK REAL ESTATE WHO AM I

09

BUSINESS SETUP LET'S START WITH THE BASICS

15

LEAD GENERATING WHO DO I CALL WHAT TO DO WHAT TO SAY

21

SOCIAL MEDIA DO I REALLY HAVE TO SOCIAL MEDIA LET'S SET IT UP PROPERLY

22 FINAL THOUGHTS

THERE'S SO MUCH MORE TO COME! WE'RE JUST GETTING STARTED.

24 WEBSITE JOIN US!

e-book

DIS CLAIMER The author and publisher of this ebook has used, in the past, all of the scenarios and techniques written in this ebook. These tasks have worked for the author, as well as agents the author has trained in their office as well as several agents mentored by the author.

The author makes no representations or warranties that you will yield the exact same results.

Copyright © 2022 Dwanna Stanley All Rights Reserved

With that being said you will take full responsibility for the actions you take with the information your receive and how your apply it from this ebook.

LEGAL

INTRODUCTION

1

INTRODUCTION INTRODUCTION

Let's talk Real Estate'ing You could be here for a few reasons!

You're a new agent Business has slowed You're not getting the proper training You feel like you're missing a little something You are the one to invest in yourself You're just being supportive :) Whatever your reasons for purchasing this E-book I'm quite sure it will surpass your expectations. With anything in life, you have to be willing to put in the necessary work. Don't just purchase it and put it to the side. Do the tasks, put in the work every single day! The only thing standing in between yourself and success is a verb called WORK! And let's face it, you have to put in the work.

Am I promising you that will be a Muilt-Million Dollar producing Real Estate Agent after you go through this book?

NO I AM NOT! However, I promise you won't be one if you don't put in the work.

So, now.......

LET'S GET STARTED

1

Dwanna Stanley

01

WHO AM I?

I started my real estate career in 2013 as a single agent at a small independent firm.

Because my original intentions for obtaining my license were to own a Property Management Co. I wanted to try a franchise firm to gain more knowledge in the industry, so after I year I transferred.

This transition introduced me to what I was missing at the independent firm and I noticed what the franchise lacked! It prompted me to create my brand The Agency HAUS! I am the Broker owner of The Agency HAUS established in December 2018, within its 1st year, The Agency HAUS became the largest female-owned and largest minority-owned real estate firm in the state of Mississippi.

The Agency HAUS is not only impressive by agent count, The Agency HAUS surpassed over $100million in sales within its 1st 2 years! The Agency HAUS brand is agent focused, and our agents are client focused.

All of the trainings are written by me! They are proven! I have created 100's of Multi-Million Producing agents, not only from The Agency HAUS, but over the past few years I've secretly taken on mentee clients for free to ensure my techniques would work in other markets! Now, I aspire to assist thousands of agents with their real estate career goals.

INTRODUCTION

. 1

1

CHAPTER

The first thing you must understand about being a real estate agent is that YOU ARE A BUSINESS! With that being said you MUST run your business like a business. We oftentimes want to hit the ground running and not realize we don't know where or what we are running to; we just want to run. Everything that lasts has to be built on a solid foundation.

We can all admit, we started this business lost! Especially in the age of Social Media, we put a post online and thought it would bring clients.

Building your foundation is the most essential first step in the success of your real estate career, with anything in life for that matter. It's the not-so-fun part, but It helps to pivot your mindset.

If you think like a business, you will run it like a business.

BUSINESS

SETUP

THE

BUSINESS SETUP

WHAT YOUR BROKER WON'T TELL YOU

1

.....but I will

3

BUSINESS SET UP

1

WHAT 'S THE POINT because you're a business

If you are already an agent and haven't set your business up, it's okay. Do it today or tomorrow, once you're set up.

Contact your Brokerage and ask what are the necessary docs they need to switch over to paying you in your business name and account.

Also, don't forget to have this conversation with your accountant to let them know about the change you've made.

Why should you set your business up like a business?

Because you want your brokerage you pay you in your business name. All of your commission checks should come written in your business name! As soon as you pass your exam, this should be your 1st order of business, set yourself up as an LLC., obtain your EIN, an operating agreement and open a business bank account!

Whew! Congratulations, you are now in business.

Why do I want you to do this? As I stated on the very 1st page, it's all about mindset. If you go into this business with your mindset already knowing that you're running a business, you're ahead of 99% of the mindset of agents out there.

BUSINESS SETUP

IF YOU GO INTO THIS BUSINESS KNOWING YOU'RE RUNNING A BUSINESS YOU'RE AHEAD OF 99% OF THE MINDSET OF AGENTS OUT THERE! Dwanna Stanley

1

3 1

1

WHY ARE YOU DOING THIS? 3

Ok! Let's take a moment to figure out your "WHY"! Why are you doing this? Why, Real Estate?

Because let's be real, this industry is going to break your heart, it's going to hurt your feelings!

It's going to make you cry, A LOT, so what's going to make you continue to get out of bed to do this every single day? What is your "WHY" that's going to allow you to face heartbreak?

MISSION What is your mission? Who is your ideal client?

VISION What is your vision for your business? Have you completed a business plan?

VALUES What values do your hold for your business?

What type of leader are you, how will you lead

RACHEL NORTHON

your future team?

BUSINESS SETUP

1

2 CHAPTER Let's dive right into it! Let's get to the reason why you really purchased this e-book. You want to know, how do I obtain business? What makes your phone ring? If you've just become licensed, you want to know, where to start.

Well, honestly your most powerful tool is right in your hand, you start there. We miss out on so many opportunities because we think our family and friends should automatically reach out to us or even refer us to others when they hear about someone needing real estate services.

You'd be surprised at the number of friends and family who don't know you're not in the business, you'd be even more surprised at the level of respect you will receive for calling and asking for business.

LEAD GENERATING

2

WHAT

NOW?

step 1

Understanding that if it is not on your calendar then it does not exist is very important. You should have a minimum of 20-25 hours of lead-generating time blocked off on your calendar per week.

step 2

Now that we have our time blocked off to call, and yes we will start with our contacts in our cell phones 1st! I mean we will start with the letter A and don't skip one person, not your sister, not your mom, not your ex, not your cousin! Call everyone. Call until the time you've blocked off has run its course.

step 3

step 4

Your contact list is considered your sphere. I like the term conversation vs. script.

Hey, ________ It's __________ w/_____ are you in the market to buy or sell a house?

Regardless of their answer. After your "conversation" you ask another question: Do you know anyone else who may need my services?

BUSINESS SETUP

step 5

step 6

step 7

LEAD GENERATING

After the call with your sphere, you send them your card and ask them to send it to at least 5 people in their phones.

You should reach out to your sphere at least once a month. Success is always in the follow-up!

You most definitely should have a CRM! But while making your calls you should keep up with your calls with a contact sheet! Take the rest of today and complete the contact sheet I've provided for you!

1

MORE CALLS?

2

most definitely.....

What can I say? Well, I'll just say it again, your phone is your most powerful tool that you have, and no matter what, you have to put it to work.

So we start with our Sphere! How did that feel, how did that go? I hope you didn't skip names.

Next, let's think about every single aspect of our lives. Where do we attend church? Where do we go to the doctor? Where do we go to the gym? Who's our children's teacher, the principal? Are you getting my drift? Everyone you encounter is a potential client, even if you think they are not, they are.

LEAD GENERATING

Next on your list to call are Expireds. The amazing thing about expireds is, they most definitely were once willing to list their homes. It's up to tp you to find out why didn't the home sell.

Our all-time favorites to call, you've guessed it. FSBO's. FOR SALE BY OWNER'S one thing's for sure, they want to sell their home. It's your job to get in the door to figure out why are trying to sell it themselves.

Then we circle prospects, we need to pick up the phone and call people who didn't know they needed our services. Block out time to call them, people like the term cold calling, I don't use it, it gives you cold feet. Nonetheless, when circle prospecting, please make sure you are following state and federal guidelines and you are not calling persons who are registered on the DO NOT CALL REGISTRY.

1

NETWORKING WITH

REALTORS

2

3

You will most definitely want to network with out-of-state real estate agents to network with them to obtain business.

Social Media is a great place to meet new agents, and yes hashtags are your friends, ex: #MississippiRealtor people looking for an agent for their families and friends will look for hashtags. Also, engage with them, follow them, and let them know that you are impressed with their work so that they can remember you.

Also, join out-of-state Real Estate Referral Groups and ENGAGE! Engagement is KEY! Out-of-state agents also rely heavily on Zillow profiles. So make sure your Zillow profile is updated regularly.

REFERRALS

LEAD GENERATING

1

3 CHAPTER SOCIAL MEDIA it's the way of the world

SOCIAL MEDIA TASKS TO DO 3

3

I DON'T LIKE SOCIAL MEDIA

you can't afford not to

I hear it all! I really don't like social media, I'm not comfortable with it, and I don't have time to post. (That last one always confuses me) The thing is, social media is a free way to get content out there, it's a way to let people know you're in business for FREE or you can let them know by the masses by posting ads.

The way social media has transpired over the past few years, let me tell you, you can run an entire business, from scheduling to e-commerce, to checking your insights and knowing exactly what your clients expect from you.

Also, your business page can be another source of income just by giving valuable information, but that's another topic for another day.

Right now, we want to talk about the setup. We want to make sure your social media profiles are set up correctly! We are using your REAL NAMES for your business page and a professional photo and NOT a selfie for your profile photo.

SOCIAL MEDIA

Your bio across all social media platforms should be identical. Your audience should know exactly what you do, they should not have guessed that you are a real estate agent.

Go through the process to make sure that you complete all of the basic contact information, this will come in handy in future lessons.

Your Facebook and Instagram business pages are integrated basically. So, it's important to ensure that you take the necessary steps to connect them.

1

SOCIAL PLATFOROMS YOU MUST HAVE

Facebook

Instagram

Youtube

Google My Business

LinkedIn

Twitter

TIkTok

SOCIAL MEDIA

1

MONTHLY TOTAL

ENGAGEM ENT

KEEPING IT SOCIAL MEDIA

8K

engaged users

17K

post clicks

10K

SOCIAL MEDIA

Paying close attention to your social media insights will place you in a unique position with your audience.

You will start to understand what to post, and what time to post, I mean if it's not posted on social media, it didn't really happen right.

reactions, comments & shares

Social media is a place to showcase your knowledge in the Industry, you come off as an industry expert, which will make potential clients trust you and what you have to say.

If a buyer knows that they can come to your page every day for a buyer's tip, they will look forward to coming to your page every day for a buyer's tip, and before you know it, they are a client. And not once did you tell them to come to use you as an agent, You only gave them valuable information.

1

3

3

SPEND SOME TIME CREATING ALL OF THE ABOVE SOCIAL MEDIA PLATFORMS LISTED ON THE PREVIOUS PAGES! TAKE YOUR TIME ON EACH ONE. MAKE SURE THEY ARE IDENTICAL.

SOCIAL MEDIA

ABOUT THIS EBOOK This e-book was meant to serve as a high-level overview of a few basic real estate business practices I see agents miss every single day.

I've had agents make calls to their contacts and day one receive marketing and buyer appointments.

Every topic discussed will serve as a course I will personally teach to give you the blueprint for implementing.

GOAL To promote confidence and excellence so that you will excel in your real estate business with the proper planning, structure, and systems.

FINAL THOUGHTS

1

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WWW.DWANNASTANLEY.COM

Dwanna Stanley is an entrepreneur and real estate broker that aims to empower, and educate real estate agents! Join our mailing list for upcoming books and courses!

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BUSINESS PLANNER

1

Dwanna Stanley ENTREPRENEUR | BROKER | LIFESTYLE

About me I started my entrepreneurial journey in 2010 when I launched SMC Resume services. While working in Corporate America, several resumes came across my desk as well as having to sit through interviews! I felt there was a need!

Fast forward to the present day, I own the largest Independent Real Estate firm in the State of Mississippi, and yes, I am a woman.

My real estate career started in 2013 as a single agent, I opened my brokerage in December of 2018, and within two years, my firm rose to one of the Top firms in the state.

Not only am I the largest Independent Real Estate firm in my state, but I have the second largest female Independently owned and minority-owned real estate firm in the Southeast United States.

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