7 Steps For A Successful Real Estate Business

7 Steps For A Successful Real Estate Business

A Couple Things Before We Get Started

• Stop letting the past control you• Attitude is everything. If you do not have the right

attitude, you should first reprogram your mind with the attitude for success.

• Persistence is key. Never give up.• You need to enjoy many aspects of the business and

focus your time on your unique talents and what you enjoy

• Delegate, Eliminate or Delete as much as possible to leverage your time.

Unique Talent• What do you love about the business?• What gives you the most energy?• What makes you the happiest?• What brings a smile to your face?• How much time are you spending on your Unique talent?• What would your business look like if you spent more

time on your unique talent?• Successful Agents spend 80% on their Unique Talent• What are you spending on your Unique Talent?

Assistant

• Can you look your assistant in the eyes? • What do you dislike about the business• What do you avoid or fail to do• What do you do poorly that gives you stress • What makes you sweat just thinking about it• These things need to be delegated, eliminated or deleted• What would your business look like if you didn’t have to

do these things? • Leaves you free to focus on your unique talent

Goals

• You must have written monthly, yearly and long term goals

• You must look at them every morning• You must have a vision, dreams and visual

reminder of your dreams• You must focus on POSITIVE people, news,

media, self talk and affirmations

Goals Continued• Must prioritize your life by

– Health– Relationships– Finances– Business– Personal

• Without your health, nothing else matters. Your relationships with your spouse, children, parents, friends, community, and spirit must come next. Your finances are more important than your income.

• If you make $75k net profit, but spend $100,000,the solution will not be to make $100,000

• Your business will thrive only if you are calm, with healthy energy, loving relationships, and managed finances. Then, you can even have time for personal hobbies and interests

The Perfect Day!• What does YOUR perfect day look like? • Develop daily habits and rituals to maximize time spent on your

unique talents, and eliminate, delegate or delete time spent on anything else

• You must define the daily activities that generate income and move towards your goals

• Successful people create daily habits and rituals• What does the end of your day look like today? • Did you write down what you wanted the end of your day to look

like? Your week? How about your month?• Looking forward 1 year from now, what has to happen to have you

just giddy about your life?

Focus

• You must focus• Many entrepreneurs have a problem with focus• You must fight the battle of busyness,

multitasking, fragmented thoughts, open loops, multiple to-do lists, 60 hour work weeks, poor eating habits, no exercise habits, no accounting habits, and STOP!!!.

• You must learn how to sit and do focused work for periods of 1-2 hours without interruptions.

Leverage

• You must leverage your time so that one hour of your time can produce ten hours or 100 hours of value for your business

• Imagine that your time is worth $100/hour. And, you make six touching base calls to a client for ten minutes every other month for a year and the client refers a new client(s) which is worth a $10,000 commission. You just leveraged one hour of your time to be worth 100 hours of your time.

• Do you have to be the one making the call?

What Is Your Number?

• There is no right or wrong answer• How much money do you need to make to

maintain your life style?• 12 months from now how many deals do you

have to close to be giddy about your business?

• Be honest, write it down, look at it often and do the things that are your Unique Talents

Maybe!

• You must remove these thoughts from your mind– Maybe I’m in the Real Estate business– Maybe the market is to soft to make sales right now– Maybe I don’t like all the stuff you have to do to be a

real estate agent– Maybe I don’t like social media– Maybe I don’t want to share my personal life on the

web– Maybe I don’t have what it takes to make it

Daily Success Using Facebook

• Friend all past clients in Facebook• Friend all current clients in Facebook• Farm on Facebook your communities,

developments, lake, or subdivision• Capture all past and current clients email address’s• Set up Google doc and save as CVS file for post

card and email blast. • www.google.com/docs (FREE, easy and can share

with your assistant)

Birthday’s / Facebook

• Happy Birthday wishes to friends• If they are current a past clients, then I do an

Animoto video• www.animoto.com

Daily Success Rituals

• 10-15 Minutes of positing on all social media sites. Facebook, LinkedIn, Pinterest and YouTube.

• Like clients and friends pictures and posts• Comment on your friends, current clients and past

client posts (Be Their Friend)• Private message 5 people a day just to say hello

(Friends, past clients, current clients)• 5 handwritten post cards a day, reach out and touch

your past clients• Tip of the week video every Wednesday

Daily Success Rituals• Connect with 5 FSBO’s a day “Results In Advance”

– Craigslist.com– FSBO Signs you drive by– Forsalebyowner.com– www.theredx.com – “Results In Advance Strategy”– www.agentsunfairadvantage.com

• Connect with 5 Expireds a day “Results In Advance”– Your MLS Expireds– “Results In Advance Strategy”– www.homenotselling.com (Free Report)

• Post Cards / Door hangers / Mailers / Always RIA• Post your listings to craigslist on Friday’s (Weekend)(To drive traffic to you)• Do a property blog for each listing(First page of Google / Sellers love this / Referrals and you drive

buyer traffic to you)• 3 blog posts a week that have highly searched keywords• Call sellers weekly and send weekly hits report (Monday)• Do a broadcast my move for your new home owners

Don’t Have Any Listings?

• Borrower listings for another broker or agent• Give credit where credit is due– “This listing provided by …….@ABC Realty”

• Would you mind if I marketed your properties?

• Buyer leads are a good thing for everyone ;)

www.Animoto.com

• Birthday wishes• Testimonials• Weddings• Holidays• Anniversary• Business card• Virtual tours• Events• Vacations• Graduations• Just because

3 Easy Steps And You Are Done!

Assistants #101: Most people most people have a little of both creative and logical thinking.

Highly skilled in personal marketing and image building techniques ; creative writing, proficient in most software applications, ability to adapt and change on the spot, calm demeanor, understand facial expressions and emotions, strong administration skills, long term career minded, and goes the distance and finishes task daily.

Where to look: referrals and acknowledgement from other real estate offices, bank tellers, legal assistants . When placing an ad be detailed and set the expectations from the start. Give a 45 day review, then you both will have a true view of the expectations of each and decided to move forward.

What do you pay: The real estate field is known for paying it’s assistants $10-14.00 on hour. Ask the question, what is the bank teller making (average $12-14.00)? What does a legal assistant average income ($48,000)? Just like your sellers wanting to be competitive in the market to win, you have to be as well. Understand each role an assistant plays, how he or she has to maintain their lifestyle and commitments and the reason they don’t want to play the role of a business owner is part of your focus and goals.

Role or job description of assistants within your office (full or part time) Personal AssistantMarketing and image builderOffice ManagerBuyers AgentTelemarketing and qualifying assistantClosing CoordinatorListing Coordinator

They represent YOU. You want positive traits, integrity, empathy, nice voice…1st impressions are important.

A Great Read If You Are A Business Owner!