POWERED WITH LOVE VOLUME 8

VOLUME 8

07/2022

WHAT’S YOUR

WHY?

TECH VS TOUCH

SUCCESS MARKETING

ON STEROIDS!

‘IF OPPORTUNITY DOESN’T KNOCK, BUILD A DOOR’ -Milton Berle Powered with LOVE Stephen Cromarty

CONTENTS. 1. IT’S ALL ABOUT THE ENERGY! 1 2. WHAT’S YOUR WHY? 2 3. TECH VS TOUCH 3 4. WHAT’S WORKING? 4 5. SUCCESS MARKETING ON STEROIDS! 5 6. THE VALUE OF YOUR DATABASE / PROPERTY MANAGEMENT PORTFOLIO 6 7. SALES SHORTAGES ARE SOLVED WITH 4 SIMPLE STEPS 6 8. 4 WAYS TO GROW YOUR RENT ROLL! 7

IT’S ALL ABOUT

THE ENERGY! TO SOME OF US THIS IS AN OVER USED TOPIC, SO MUCH SO THAT AS SOON AS WE HEAR SOMEONE TALK ABOUT STATE, ENERGY, ATTITUDE MOST OF US GLAZE OVER AND THINK ‘HERE WE GO AGAIN’!

The reason why energy is so important for success is this….

Whether its physical, mental, or emotional, these elements are all the areas used to perform our tasks, they drive our efficiencies, our motivation which then ultimately determines our opportunities.

This is why success can be studied at an energy level, which means our energy can be used to optimize our chances to succeed.

Ask yourself this question it’s been proven that a person’s level of optimism/ energy is in direct correlation with one’s ability to overcome challenges and complete tasks. There are 4 simple steps you can take to increase your energy levels: 1. Exercise and diet 2. Plan your day / work of a specific list of actions connected to your goal 3. Expand your mind, read listen to podcasts for at least 20 minutes each day 4. Lastly, set short term and long-term goals In a competitive market outside of everything we offer with services, the only thing we truly have to set us apart is ourselves….. YOU ARE YOUR GREATEST ASSET! 1

WHAT IS

YOUR WHY? WHAT IS IT THAT ARE YOU WORKING FOR? So, how do we find our why? And why (pardon the pun) is there so much fuss made around having a why?

Before we work on finding you WHY, lets distill it down to one simple word – GOALS. Put simply if you have goals and REALLY want them, they assist you in doing the STUFF that everyone else struggles to do. It is this stuff done well that will see you succeed in any market.

HOW DO WE FIND THIS WHY? Heres what you do, set 3 short term goals / rewards 1. Something for you 2. Something to do 3. Something for someone your LOVE / or a charity These should be short term i.e., 3 -9 months, and every time you achieve these re-set and go again with new short-term goals.

NEXT, WHAT IS YOUR WHY? WHY ARE YOU DOING THIS? With the year at the halfway point, now is the perfect time to assess your goals.

With a changing market and winter in full swing, we need to go back to the drawing board as re-assess. However, before you do, we are not adjusting our goals down, if anything we adjusting them up.

THE FIRST RULE IN GOAL SETTING IS TO NEVER CONTRACT, THE ONLY REASON WE SHOULD CONTRACT IS TO GET READY FOR EXPANSION! Here’s the thing, over 90% of your competitors/ agents/ property managers are currently contracting, they are achieving lower listings and sales, reconsidering / reducing staff levels and over all performing at a lower level then previously.

If you think about it, this is the perfect time to grow… with your competitors being in such a accepting mindset of contracting being the norm.

In reality that means less competitors in the marketplace for your business and people.

I see this as a perfect opportunity to get the edge and focus on growing and taking as much of the market share as possible whilst all your competitors continuing focusing on shrinking.

Now back to setting the goals you are taking that market share to achieve!

THESE GOALS SHOULD BE UNDERPINNED BY THESE AREAS; 1. An income goal 2. A wealth creation goal 3. Personal achievement goal These 3 are important because these are your higher purpose, whereas the previous shortterm goals are the bubbles and rewards along the way for being on track to achieve your higher purpose goals.

Having a why / goals is crucial in having a consistent, sustained success, the statistics show over 95% of the Top 5 % studied Harvard graduates all had clear and defined goals they had to achieve.

RECLAIM 2022, PUT THAT SPRING BACK IN YOUR STEP AND MAKE THIS YOUR YEAR!

2

TECH VS TOUCH I THINK WE CAN SAFELY SAY IF WE DON’T EMBRACE TECHNOLOGY AS AGENTS, WE WILL BE LEFT BEHIND, BUT WITH SO MUCH NOISE OUT THERE, WITH AREC JUST GONE, PLACING SO MUCH EMPHASIS ON ‘TECH’ WHERE DO WE ACTUALLY START? I think there are three points that underlines and assist with bringing the right tech into our businesses.

1. Automation 2. Customer Experience 3. Cutting through the Haze Let’s look at each point; AUTOMATION In what we do, so much time is lost in every department, Admin, Sales, Property Management, and its a lot of manual labour.

The first question to ask ourselves is: What’s available in the market place that can automate tasks across each department? This starts with your CRM, but that’s not where it ends. Most people will start with AI before automation, however this is an expensive mistake! Starting with automation frees up man power which if re-allocated can be used to drive customer experience and ultimately the results.

CUSTOMER EXPERIENCE With automation, there are two things we need to asses, does this drive the customers experience, and secondly, does this or could this reduce the element of human contact?

Almost every principle has found (particularly in sales) if matrix haven’t been put in place to monitor the agent customer contact that the customer experience has dropped, frequency of contact has increased which has led to higher levels of LOST opportunities.

However, where rules around frequency of contact have been put in place the results per agent have dramatically increased.

CUTTING THROUGH THE HAZE Well that’s simple, the tech you introduce your want to take you to the most likely to convert, and this with your rules around frequency of contact is where the magic happens!

IS TECH ON YOUR AGENDA FOR 2022?

Let me tell you this, you want to grow your business make tech, with high touch points one of your priorities.

3

WHAT’S

WORKING? I LOVE THIS TOPIC, WHY? BECAUSE IT’S THE BASICS THAT ARE WORKING. The agents / agencies who are thriving have stripped everything back to the basics, essentially they have become the black belts in Real Estate!

And… guess what?… There is nothing new here.

Connections equal opportunity, this in itself is the priority of every agent who is succeeding, they talk to lots of people This is it, ready 1. Prospect 2. List 3. Reduce 4

Sell

1. PROSPECT You day needs to be built around prospecting every day Monday – Friday you should have a specific task and planned number of actions/connections that you intend to achieve with a specific outcome. Your prospecting plan should be around creating listing opportunities and buyer appointments. Each day you would complete a focus property to create buyer appointments, and at a separate time prospect for listing opportunities ultimately this will consume 52 hours of your day.

2. LIST Every listing ‘should be listed having a buy at sell at chart, a set up to sell conversation/ documentation and a predetermined/planned vendor meeting. (This will be 5-7 days of being on the market, and if not sold will be the point you adjust the price).

3.REDUCE You need to update your sellers at least every second day and meet with them every 7-10 days. Short cuts equal low – no results.

4. SELL Gone are the days of buyers buying their own property and doing their own negotiation!

You have to get good, REALLY GOOD at getting your owners to take lower offers! This is done throughout the for sale process with the feedback being provided throughout this period. The final conversation should be the validation and acceptance of the consistent feedback!

NAIL THESES AREAS AND YOU WILL NAIL THE RESULTS!

4

SUCCESS MARKETING

ON STEROIDS!

WHAT IS SUCCESS MARKETING? Well, let’s look at success marketing and put it on steroids “YOU WANT TO GET RESULTS, RIGHT?” Then, let’s market every aspect / part of the process, the more people who we communicate with, the more people who know us, the greater our chances become!

We can’t sell a secret, so let’s not make your SUCCESS AND ACTIVITY the best kept secret!

The more noise we make, the more effective you will become, We need to hit the boxes as well as the data base and social. This is the success marketing being done by the agents / agencies who’s results are showing, while everyone else is decreasing.

1. Just appraised 2. Just listed 3. Open Home (different street each week) 4. Just Sold 5. Testimonials It is what every number you are distributing at the areas, triple it!

Remember, those campaigns should also be run on social and in your data base!

5

THE VALUE OF YOUR DATABASE /

PROPERTY MANAGEMENT PORTFOLIO The value in your data base is beyond the transactional value attached to specific real estate transactions, What about the true transactional value attached to every client? What are they?

1. Insurance, house, contents, personal 2. Connections (services) 3. Loans homes / personal 4. Financial planning 5. Wills / estates 6. Vendor paid advertising How many 10’s of thousands of dollars are being lost? And most of these areas having reoccurring incomes attached to them? Also attract a multiplier when assessing the volume of your business, and separately increase clients relationship. Both from a starting point and value point with your business!

WHAT IS YOUR PLAN TO MAKE THIS A DEPARTMENT IN YOUR BUSINESS?

SALES SHORTAGES ARE SOLVED

WITH 4 SIMPLE STEPS 1. More listing!

2. The best priced listings 3. Increased market share 4. Higher buyer activity

YOU WANT TO FIX YOUR SALE SHORTAGE, START WITH CREATING AN ACTION LIST FROM THIS MAGAZINE! Number two, put together a SIMPLE strategy that addresses each one of these areas!

Remember, sales is a numbers game, focus at the right numbers.

CALLS = APPOINTMENTS APPOINTMENTS (LA’S - BA’S) = RESULTS MATERIAL DROPPED = APPOINTMENTS GOOGLE / FACEBOOK PAID ADS = APPOINTMENTS Identifying what these numbers are, then build your plan around creating the numbers you require to get the results you are going to get!

6

4 WAYS TO GROW

YOUR RENT ROLL! 1. TEAM REFERRAL SYSTEM! What are you paying your staff / team to generate leads? How often do you discuss it? How is it measured?

2. LANDLORDS / TENANTS What referral system do you have in place? How often do you market it? And, how often do your communicate this with your landlords / tenants?

3. ACTIVE BUYERS / OPEN HOMES If I don’t buy from you, what’s your sticky to come back to you?

You should have an irresistible offer made to every investor your team / agency comes across.

4. DIGITAL / LETTER BOX What have you invested / or do invest in marketing? What’s your monthly budget plan, and what is your expected return?

AS WE CAN SEE, AGAIN, THERE IS NOTHING NEW HERE. BUT, WHAT’S HOPEFULLY BECOME APPARENT IS THIS; “WHAT WE FOCUS ON BECOMES OUR REALITY