October Glover Gazette

Glover The

Gazette O C T O B E R

E D I T I O N

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stnetnoc

LEARN

FROM YESTERDAY, LIVE FOR

TODAY AND Hope for Tomorrow

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MESSAGE FROM JEFF

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IMPORTANT DATES

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CRM AGENT MASTERY TRAINING

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8 TIPS TO KEEP YOU SAFE ON THE JOB

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FALL FAVORITES: RECIPES

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MORTGAGE MASTER & CLIENT CONNECTION

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LET'S GET CRAFTY!

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ASPIRE SUMMIT INFORMATION

COACHES CORNER AND ADMINISTRATIVE UPDATE

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EXPLORE YOUR STATE! THE BEST MICHIGAN DRIVES TO TAKE THE ISA JOURNEY: JOHN

PRE-MARKET YOUR LISTING AND LAND CONTRACTS

BIRTHDAYS AND MARKETING MINUTE

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ANNIVERSARY AND CONTEST WINNERS!

SMART TIPS TO GET YOUR HOME READY FOR THE FALL

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HOW TO BUILD UP YOUR BUSINESS FROM THE GROUND UP

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TOP SALES ASSOCIATES & ASSOCIATE SPOTLIGHT

Message from Jeff Creating Buyer Urgency in this Market

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Use the timing analysis. Every time I do a BC or back when I showed homes I would do it at the first showing if I couldn't get them in, I would do the timing analysis. This is one of the best tools to creating urgency because it really shows them that this is a 90-day process from start to finish. For example...we start looking at homes today, select one by 10/20, closes by 12/1 and you get the keys just in time for the Holidays!

I shared a number of stats from NAR, so I am not going to type them all out but the two I focused on was the fact that the average buyer takes 12 weeks to make an offer on a home from the first time they start searching online. Also, we talked about how the average buyer is in contact with an average of 7 agents before writing an offer with one. Moral of the story? There is just as much (if not more) value in the leads that are 3-12 weeks old as there is in the ones that come in today. Go back through your leads from 3,6,9,12 weeks ago and share with them the changes we are experiencing in the market. I gave a script to the group for making these calls...get it from someone.

Use the holidays and the "dead of winter" as a motivator to get them out now!

Use the "frenzy" of the spring buying season to prevent them from wanting to wait. "Mr. Buyer would you rather wait until spring like everyone else and compete with 7 other buyers for a home or shop now when other buyers start to go into hibernation? Which time of the year do you think you can get a better deal...now or in the hot spring market?"

Okay, first set every buyer up on a search in the CRM, even if you just have one phone call with them and second, be a different agent than most and actually scroll the searches each morning and follow up with them. Call them, email them, text them with homes that you think meet their criteria. You read the stat...they communicate with 7 agents before working with one...this strategy will help you be the one they work with!

Just like with seller appts you went on...go back to every BC and showing you've gone on in the past 6 months and follow up with those buyers to inform them of the coming shift and how it will affect their buying power. We all have buyers that have "flaked"....just like sellers list with someone else and don't sell...buyers work with someone else and don't buy or get frustrated. Timing is everything! Again, get the script from someone else (or just show up next time and you'll have it). Don't forget to use the drop campaigns in CRM for this.

Everyone should be using Showing Agents and if you are then you will close more deals and net more income. Bottom line.

If you can't get the buyer into the office for the Buyer Consultation then do the BC at the first showing. Even if you assign to a Showing Agent, meet them at the first showing. This is a best practice that I have seen our best agents use for years! Alternatively, especially if they have a home to sell, meet them at their listing.

As cliche as it sounds...interest rates are still low, however, they are higher than they were three years ago and could go up in the spring. We don't know for sure but it is worth mentioning.

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October 2017

OCT 3

OCT 4-5

important dates SALES MEETING BIRMINGHAM 1-1 WITH JEFF

OCT 12-13

DATABASE DAYS WITH TAYLOR

OCT 17

SALES MEETING PLYMOUTH

OCT 18-19

OCT 31

OCT 31

1-1 WITH BRENT

ULTIMATE PROSPECTING DAY BOO BASH/ HAPPY HALLOWEEN!

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CRM AGENTÂ MASTERY TRAINING Session

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:Claim, Respond & Follow-Up | Monday

Session

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: Buyer Initial Set-up & Search |Wednesday

Session

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: Drip Campaign Mastery | Monday

Session

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: Advanced Search & Pipeline | Wednesday

Session

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: Farming Your Database | Monday

Session

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: Scripts for Conversion | Wednesday

Session

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Session

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Session

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Session

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Session

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Session

: Properties & Coming Soon | Monday : Marketing to your Clients | Wednesday : Understanding your Stats & Conversion Ratios | Monday : 5 Steps to Prospecting Daily | Wednesday : 7 Steps to Client Follow-Up | Monday : Pending Transaction Plans & Post Closing Communication | Wednesday

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8 TIPS TO KEEP YOU SAFE ON THE JOB From: Keller Williams Blog

Safety

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Always let somebody know where you will be. If no one knows where you are, no one will know where to look for you. Communication is key.

Meet potential clients at neutral public places first, preferably ones with access to your files, a photocopier, and witnesses.

Prior to showings, you should walk the perimeter of the house using the buddy system, establish a code word with friends and family, park on the street to avoid being blocked in, arrive early, turn on all house lights, and establish potential escape routes.

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Download a safety app on your smartphone. Great examples are SafeTrek, Trust Stamp, Agents Armor, and Find My Friends, to name a few. These can help you alert friends, family or the police in case of emergencies.

For the easiest way to stay safe, schedule appointments during the day. If you have to show at night, arrive early, turn on all the lights, raise the blinds, and always let somebody know you are on a night showing.

Drive your own vehicle separately from clients whenever possible.

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Avoid wearing expensive jewelry or carrying valuable devices. If you must bring them, hide these belongings in your car out of sight.

Have people sign in and out so you know when everyone has left the house.

Most importantly, trust your instincts and be aware. If something doesn’t feel right, remove yourself from the situation. Your life is more important than any transaction.

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FALL FAVORITES Apple Stuffed Chicken Breast Ingredients: 2 skinless, boneless chicken breasts, 1/2 cup crushed apple, 2 tablespoons of shredded cheddar cheese, 1 tablespoon Italian-style bread crumbs, 1 tablespoon of butter, 1/4 cup dry white wine, 1/4 cup water, 1 tablespoon of water, 1 1/2 teaspoons of cornstarch and parsley to taste.

Directions Combine apple, cheese, and breadcrumbs. Set aside.

Flatten chicken breasts between sheets of waxed paper to 1/4 inch thickness. Divide apple mixture between chicken breasts, and roll up each breast.

Secure with toothpicks.

Melt butter or margarine in a 7-inch skillet over medium heat. Brown stuffed chicken breasts. Add wine and 1/4 cup water. Cover. Simmer for 15 to 20 minutes, or until chicken is no longer pink.

Transfer chicken to a serving platter. Combine 1 tablespoon water and cornstarch; stir into juices in pan. Cook and stir until thickened. Pour gravy over chicken, and garnish with parsley. Serve.

"THIS IS A RATHER HEALTHY OPTION FOR THOSE ON A STRICT DIET"

Apple and Pomegranate Crisp Ingredients: 4 medium apples- peeled, cored and sliced, 1/2 pomegranate, 1/2 cup of brown sugar, 1 tablespoon of ground cinnamon, 1/2 teaspoon of ground nutmeg, 1/2 cup rolled oats, 1/2 cup allpurpose flour, 1/2 cup of white sugar, 1/2 cup of unsalted butter/melted.

Directions Preheat the oven to 375 degrees F (190 degrees C).

Butter a 9x13-inch baking dish.

In a large bowl, toss together the apples, pomegranate seeds, brown sugar, cinnamon, and nutmeg. Spread evenly into the prepared pan. In the same bowl, stir together the oats, flour, and sugar. Rub in the butter between your fingers until the mixture resembles coarse crumbs. Sprinkle over the top of the fruit.

Bake for 45 minutes in the preheated oven, or until the apples are soft. Let stand 10 minutes before serving.

Serve warm or at room temperature.

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Mortgage Master with Chris Terry

vs.

Home Inspection

Home Appraisal

Determines Property Condition This report is ordered by and completed solely for the individual(s) purchasing the home. It helps determine the condition of the property and its systems in great detail. It is not required by Academy and is, therefore, optional.

Determines Property Value This report is required by Academy when a home purchase is being financed. The appraisal is used to determine the fair market value and the general physical condition of the property being purchased.

How Much Does it Cost?

Home inspection costs vary depending on the complexity of the inspection and the size of the home.

How Much Does it Cost?

Home appraisal costs vary slightly depending on the size of the home and whether the home will be an investment property or a primary residence.

How and When is it Ordered?

Home inspections are ordered by the buyer and their agent with an inspector of their choosing shortly after the buyer's offer is accepted. Most states' real estate contracts stipulate that the buyer has 10 days from the date of contract acceptance to complete the inspection and communicate any issues.

When is the Report Delivered?

The home inspection report is generally delivered to the buyer within 24 hours from the time the inspection is completed.

How and When is it Ordered?

Academy typcially waits to order the appraisal until after the home inspection is completed. (If the buyer chooses to do a home inspection) Per government-regulated guidelines, Academy is required to randomly assign an appraiser to an appraisal order.

When is the Report Delivered?

Usually, a home appraisal report is delivered to Academy within 5-7 business days from the time it is ordered.

What's the

Difference?

When purchasing a home, buyers may receive two property-related reports to consider- a home inspection and a home appraisal. These reports different serve completely different purposes, and one is optional and one is required by Academy Mortgage.

Client Connection with Danielle Hart My next customer service point from Ritz Carlton’s guide to customer service goes well with our values, as we are always trying to provide an UNREAL experience for our clients: “Empowered to create unique, memorable and personal experiences for our guests” Going above and beyond for our clients will always set us apart. Making this experience as unique and memorable as possible for each client will automatically improve your referral business, which means more money for you! Learn about your clients, learn their hobbies, about their children or families. Showing them that you’re not just interested in making a sale, but also interested in them as people will make a big difference (without much effort!). I have put together a list of some easy and unique ways to go above and beyond, in addition to the closing gifts we already send out on your behalf: While out house shopping on a hot day, bring a cooler filled with cold drinks Point out local hot spots, if they are looking in an unfamiliar area Personalized ornaments, for holiday closings Send a birthday card Bring snacks to a closing (as we know they can take some time) A bottle of wine with a personalized label (I’m sure Lauren could whip something up) A keychain for their new keys

It goes without saying that the more memorable the transaction; the more likely they are to refer you to friends and family. I hope you take these points as just a few ways you can further improve your “unreal experience.” As always, if there is anything you need, please just ask. I am always happy to help!

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LET'S GET CRAFTY! Tree Branch Coasters What You'll Need: Birch Logs ($33 at Walmart), Leaf Stamps ($10 on Amazon), Green Ink Pad ($6 on Amazon), Kyrlon Make it Last Clear Sealer ($12 on Amazon) Directions To make these rustic drink coasters, you'll need to take your branch, saw it into slices about 3/4 inches thick or have a hardware store do this part for you.

Lightly sand each wood disk Create the leaf motifs shown by pressing an inked stamp onto coaster Let dry for 5 minutes, then coat the stamped side with a protective matte finishing spray Allow 15 minutes of drying time before using

Birch-Bark Leaf Wreath "THIS IS A RATHER HEALTHY OPTION FOR THOSE ON A STRICT DIET"

What You'll Need: Birch Sheets ($11 for 6 at save-on-crafts.com) 20-inch foam Wreath form, around $12 from any craft store. 45 Wooden Cubes ($3 for 49 cubes; 5/8' at createforless.com) Directions Birch bark is the key to these autumn leaves You'll need twenty-four 6 3/4'W x 20 1/2"L sheets of birch bark Print and cut out oak-and maple-leaf templates Trace 75 assorted leaves onto the birch bark and cut it out Varying the leaf type, hot-glue 30 leaves onto the wreath form Hot glue a wooden cube onto the back of each remaining leaf Use the photo as a guide and hot-glue the cube-backed leaves atop the original leaves!

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Jeff Glover Cordially Invites You to The 2018 GLOVER U ASPIRE SUMMIT

jANUARY 8-9TH soARING eAGLE CASINO mOUNT PLEASANT, mi Registration: Keller Williams Associates: $99 All Other Companies: $199 Jeff Glover & Associates: Paid by Company Guest Fee for Cocktail Party/ Entertainment: $49 Registration required by December 15th, 2017 https://2018aspiresummit.eventbrite.com A block of rooms have been reserved at Soaring Eagle Casino for a discounted rate of $109.00 and can be reserved by referencing "The Aspire Summit" during your registration.

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SCHEDULE

MONDAY 9:00- 10:00 10:00-10:45 10:45-12:00 12:00-1:00 1:30-2:30 2:45-4:00 4:15-5:30 6:30-10:00

OF EVENTS

Registration & Continental Breakfast (JGA ONLY) Winning with CRM(JGA ONLY) How the Best Teams Win with Floyd Wickman (JGA ONLY) Lunch (JGA ONLY) Lieutenant Governor Brian Calley addressing Real Estate & Economy in Michigan (ALL) Floyd Wickman Unplugged: What Floyd has learned about the best in the business over the last 40 years (ALL) Top Agent Panel: Jeff Glover & Associates' Top Agents share their secrets to success and work/life balance (ALL) Cocktail Party with Live Entertainment (ALL)

TUESDAY 7:30- 8:30 8:30-10:00 10:15-10:45 10:45-11:15 11:15-12:15 12:15-12:30 12:30-1:30 1:30-3:00 3:15-3:45 3:45-5:00

Continental Breakfast (ALL) Jeff Glover: Add 25 Transactions to your Business this Year (ALL) Taylor Kerrigan, Operations Manager: An Unreal Customer Experience (ALL) Lauren Bonner, Marketing Manager: Market like a Top Producer (ALL) Brent Belesky, Sales Manager: Generational Selling-Understanding & Selling to different age groups (ALL) Jeff Glover: Business Planning Advice (ALL) Lunch (JGA ONLY) State of the Company & Vision for 2018 (JGA ONLY) Stump the Chump with Jeff Glover (JGA ONLY) Vision Boarding (JGA ONLY)

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Coaches Corner with Brent Belesky

Managing Client Expectations?

There are two main reasons that real estate professionals are bad at managing expectations.

The first reason is that we just don’t think about it. Perhaps we haven’t yet developed the professional empathy to realize what’s going on in the mind of the client, to anticipate how badly things might go if we don’t manage their expectations. Or maybe we’re still so inexperienced that we don’t even understand what kinds of things we should be preparing the client for in advance.

Almost anyone who’s been in their industry for any significant amount of time tends to learn these things by heart. If they have a hunch that a deadline might be in jeopardy, they start preparing the client months in advance, not a week after they were supposed to deliver it.

The second reason is that the people on the front lines of managing expectations are often “people pleasers.” Their particular dopamine addiction comes from seeing happy clients, so they’re reluctant to give them the bad news about a deadline, a bad inspection or an appraisal issue.Instead, they stay quiet, hoping the client won’t notice, or that the issue will miraculously resolve itself. But it never seems to go that way, does it? The issue gets worse, and the client notices and is then upset that nobody warned them earlier. This, in turn, makes the people-pleasers miserable, because of their attempt to keep people happy backfired and made for even more unpleasant conversations.

Expectations management is a game of chess, not checkers. We have to focus on making clients happy and prepare them for possible challenges at every step of the transaction. To do that, we have to think ahead, we have to consider the long-term ramifications of every move we make, and we have to be willing to sacrifice something small in the present to make a big win in the future.

Remember, clients that feel that we were there with them every step of the way, are 10X more likely to give referrals! Educate! Communicate!

Appreciate!

Administrative Update with Taylor Kerrigan

Happy October, Everyone!

This month not only brings a change to the seasons but also a positive change to our lead distribution and follow-up system.

Thank you to everyone who attended our two-hour CRM training last month. As Jeff and I explained; it was with great honor that CRM saw the "buzz" around our team and the importance to have two of their own come up and train us one on one.

This training will continually be explained through our CRM Agent Mastery 10ams each week. I know I may sound like a broken-record; however, I cannot begin to explain how excited I am to see how your conversion, appointments and overall income improves with the simplicity of this new system. It goes without saying; that the system will only work for you, however, if you use it to its fullest ability. This means, entering your leads, making notes, setting them up on drip campaigns and setting reminders for follow-ups. Starting next month and each month here on out, I will be putting a "CRM Cash" Tip that may be something you didn't know the system was capable of doing for you. Pay attention to these tips for ways to improve your conversion and generate a lead you may not have otherwise.

If you ever have a question, need one-on-one training or have a suggestion or improvement for the system- let me know! I love the feedback!

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HAPPY BIRTHDAY! Oct. 3 | Chris Alexander

Oct. 8 | Kevin Connolly

Oct. 17 | Erica Mate

Oct. 21 | Taylor Bajramaj

Marketing Minute with Lauren Bonner

Happy October, friends!

Let's talk about the Just Sold / Just Listed Campaign you have the opportunity to do to market your listings!

JUST SOLD | What I need from you: -Facts about sale ($10k over asking, 5 days on market...etc) -Testimonial JUST LISTED | What I need from you: -Just an email letting me know you want a card sent out!

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Smart Tips to Get Your Home Ready for the Fall 1. Get a New Doormat | Over the fall and

5. Drain Outdoor Plumbing and

winter, dirt and dust get tracked into your

Sprinklers | Homeowners that experience

home and make it dirtier. Get a new doormat

subfreezing temperatures should make

so that dirt stays outside!

sure to drain their outdoor plumbing or sprinkler systems.

2. Weatherstrip Windows and Doors | Your windows and doors are major sources of

7.Make sure Outdoor Lights are

heat loss in your home. Installing

Working| Fall season brings shorter days

weatherstripping around them can help

and longer nights. Make sure your front

reduce the amount of warm air leaking out.

porch lights are working.

3. Reverse your Ceiling Fans | Your ceiling

8. Check your Roof for Damage | Roof

fan should run in a clockwise direction

damage can lead to leaks, inspect your

during the fall and winter. This causes an

roof and make sure there is nothing wrong

updraft, forcing warm air down from the

with it.

ceiling.

9. Rake your Leaves! One or two here and 4.Clean Out your Gutters | Heavy rains

there can give your lawn nutrients, but a

could cause flooding in your roof or home if

layer of leaves can suffocate your lawn.

your gutters are not cleared out.

Rake them throughout the season.

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September TOP SALES

ASSOCIATES

Jay Harrison

Kevin Connolly

Susan Berry

Adriana Gomez

every accomplishment starts with the decision to try

Nada Hallani

Dave Bendernagel

James Harris

Top Listing Associate Susan Berry: 9 Listings Taken Jay Harrison: 8 Listings Taken

Top Sales Associate: Units Dave Bendernagel: 6 Homes Sold Amy Duncan: 5 Homes Sold

Top Showing Agent Adriana Gomez: 4 Buyer Sales

Top Sales Associate: Volume Dave Bendernagel: $1,986,666 Nada Hallani: $1,465,000

Top Inside Sales Agent Kevin Connolly: Generated 6 Listings James Harris: Generated 6 Listings

Congrats!

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Associate Spotlight

Susan Berry 1. When you are not working, what do you

enjoy most?

When I am not working, I enjoy spending time with family/friends and of course shopping!

2. Why did you join JGA and what makes

you stay part of our team?

I joined JGA because I could never beat out any of the agents on the team... If you can't beat them join them! I stay because I love the accountability and the competition. I am the type of person that thrives when challenged and I get to work daily with some of the brightest and most innovative agents in our real estate market. That to me is priceless.

3. How many years have you worked at JGA?

I've been with the team a little over 2 years now.

4. What is your favorite restaurant?

Capital Grille

5. Where is your favorite vacation spot?

Florida 6. What do you love most about Real

Estate?

I love being in control of my future. I literally have the power to determine how much money I want to make by the work I put in month after month. Sky is the limit!

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EXPLORE YOUR STATE! THE BEST MICHIGAN DRIVES TO TAKE THIS FALL SOME OF THE BEST FALL-COLOR ROUTES THE STATE HAS TO OFFER

OLD MISSION PENINSULA (M-37)

THE TUNNEL OF TREES (M-119)

Must-stop spot: The historic Grand Traverse Lighthouse sits on a pretty beach at the peninsula's terminus, surrounded by hiking trails that wind through woods and old orchards.

Must-stop spots: Pond Hill Farm (lots of family-friendly fall activities, plus a winery, brewery, and cafe), Good Hart General Store (a historic spot known for its deli, bakery and pot pies), and Sturgeon Bay Dunes (a gorgeous stretch of beach just beyond Cross Village).

M-22 (TRAVERSE CITY TO EMPIRE) Trace the coastal edges of the lush and lovely Leelanau Peninsula, where you'll find wineries, galleries, farm stands, overlooks, and lots of small towns to explore.

Start in downtown Traverse City, heading north on M-22 to Northport, then head south again to Empire. Take M-72 back to Traverse City, or extend your trip and head farther south into Frankfort, Arcadia, and Manistee.

HURON RIVER DRIVE (ANN ARBOR TO DEXTER) Hop on this twisty-turny two-lane in Ann Arbor right before Main Street merges onto M-14 and follow it all the way to Dexter, or just beyond to Hudson Mills Metropark. The road travels alongside the Huron River the entire way, with several parks perfect for exploring.

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THE ISA JOURNEY:

JOHNÂ WIECZERZA The ISA journey has been nothing short of life-changing. The last 90 days or so, I have worked harder in real estate than all my previous years combined. It's an incredibly fun, challenging, uncomfortable, and highly rewarding position. It's a role in real estate that sets up the chessboard nicely for what could eventually become an amazing career if taken seriously.

The biggest takeaway I've learned on the ISA journey is that the first 90 days are the bedrock upon which the rest of your career will be built. 90 days seem like a long time but they fly, and the role should be appreciated because those are the days you really get to sharpen your skills.

The role is meant to drill into your mind: this is the discipline you must have to be a top producer. I understand now, more than ever before, how important it is to prospect, the times of day to catch certain prospects, and what days of the month are the most crucial for capturing the greatest amount of leads. I also have a new-found appreciation for lead follow-up and the concept of simply showing up is really half the battle. It also becomes addicting setting appointments.

All my fears about prospecting through cold calling have faded. This would have never happened in a traditional real estate office. There would've been no one asking for my daily numbers, no role-playing, no accountability, none of the training which I feel is priceless. And I truly believe this is world-class training. I have tried to absorb it like a sponge.

If it wasn't for JGA, I would still be showing up late, not calling, and wondering how top producers or just average agents make money.

Now, through the ISA role, it's become crystal clear what must be done to succeed.

Pre-Market Your Listings

As Told By: Hayley Mandell

Happy October! As the summer months come to an end, I challenge you to focus on pre-marketing your listings so they can sell before they even hit the market!

Give those listings an extra boost easily by taking advantage of some of the programs we offer at JGA. For starters, get an extra edge on your listings by getting a sign out early and having Rick place a "coming soon" rider.

This extra signage in addition to your coming soon post on Zillow, and the call catch system, will help you gain some extra views from passersby and curious neighbors! When you have the opportunity, be sure to send out "coming soon" post cards to the neighborhood. For extra points, host a "Neighborhood Preview Party" as an extra way to get in front of prospective buyers and introduce yourself as the neighborhood realtor. Get creative and come find me if you want to brainstorm together!

Land Contracts in Michigan

As Told By: Christine Succurro

What are They and How Do They Work?

1. A land contract is a contractual agreement between a buyer and a seller of real estate—usually residential real estate. A land contract is a form of seller financing. It is similar to a mortgage, but rather than borrowing money from a lender or bank to buy real estate, the buyer makes payments to the real estate owner, or seller, until the purchase price is paid in full.

2.This type of real estate purchase contract is a very popular form of “seller financing�, in the form of an installment sale.

3. Land contract, the title or deed is held by the owner until the full payment is made. ... Also known as an installment purchase contract or an installment sale agreement.

4. In order for a seller to agree to a Land Contract, seller's home must be completely free and clear of any liens and or mortgages. At closing, the seller will receive a Contract Deed. This allows the seller to retain legal title to the property until the balance is paid; the buyer gets legal title to the property once the final payment is made.

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HAPPY ANNIVERSARY WITH JGA!

DAVE BENDERNAGEL

JAY HARRISON

JASON GRUBE

4 YEARS

2 YEARS

2 YEARS

AND THE WINNER IS...

Hot, Hot for Listings!

Congrats to Susan Berry for winning the individual prize with 9 listings this month!

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How to Build Your Business from the Ground Up Keller Williams Blog First, map out your goals.

Everything starts with a plan, try door-knocking TODAY! Select your FARM Proximity | Select an area that is convenient for you to travel often. Next, chart out your selected neighborhood and set a goal for how many doors you will knock on each visit.

Price Point | Be sure to select a farm that has homes in the price point you are interested in targeting. Find the perfect neighborhood where you would be happy with any of those listings.

Market Share | For better results, target areas that are not currently heavily occupied and serviced by other real estate agents.

Hyperlocal | Be mindful of the size of the farm you select. Selecting a smaller community does not mean that you will have fewer opportunities. Servicing smaller communities with greater attention to detail can strengthen your relationships and increase your performance.

Show Up Prepared You will encounter objections when you are door-knocking. Always try to offer up as much helpful information as possible.

Ask for Business It's okay to ask people to hire you to help them with their real estate needs.

Be Authentic Keep people engaged and be able to change the conversation tone when necessary. Listen and care about the people you are working with.

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KEEP YOUR EYES ON THE STARS AND YOUR FEET ON THE GROUND!