Day 5 Jump Start Your Real Estate Business

Okay, by this time you should have previewed a minimum of eight houses. Today we are going to go out and look at two more. That will be ten houses over the course of the last week that you now know a little something about. And, how are your pricing skills developing?

Pricing is where the rubber meets the road. You want to get very good at this. Good pricing will serve your clients better and it will save you a lot of heartache. Make no mistake, it will also cost you some sellers because there are are plenty of weak agents out there willing to allow the sellers to set prices. This doesn’t help the sellers, mind you. It only allows that agent to run around saying “Hey! I got a listing.”

Research all you can about pricing. Learn to look at numbers as your friend, not something you dread. Play around in your MLS looking at the comparison sheets. Ask experienced agents what they think.

PRO TIP: Look up houses the top listing agent in your office has listed and see if you come up with the same pricing strategies. If you can buy them lunch and compare notes….from a humble position….then maybe you can learn a lot more.

Read Day 4 Jump Start Your Real Estate Business here.

Day 5

Hour 1

• Start your day with your new normal routine of spending twenty minutes on your personal growth.
• Get up. Dress up. Show up.
• Yesterday you sent out a couple of social media messages and you were on the look-out for any opportunities to add more people to your database. So, how did you do? Let’s add them in right now.
• Choose 15-20 other people that you already knew/had in your database and get them entered (if you haven’t already) and then, along with the new ones you added today start their 8×8, Step 1. Write those cards or letters.
• Shift Tactic #5 – Get to the Table – Lead Conversion We’ve been learning all about lead generation in the MREA Lead Generation Model and Shift Tactic #4 – Find the Motivated. Now we choose to study how to create connections and convert leads. Begin your reading and studying of this chapter.

Hour 2

• Finish reading Shift Tactic #5. Make notes. Highlight scripts. STUDY! “Without the ability to turn activities in to leads and leads into appointments any lead generating activities are futile.”
• Go to the MLS and search for two houses you can preview later today and book those appointments. Remember, be purposeful here.
• Find an agent, or anyone, willing to script and role play with you for about 15 minutes. Ask the person to start throwing you some harder and harder objections. PRACTICE!

Hour 3

• Let’s spend about 15-20 minutes in our database. Let’s catch up. Rearrange. Make small changes if need be. Clean it up. Getting bounce back letters? Update or delete the name. We are not here to kid ourselves with how many people are really in our database.
• Let’s finish entering in your 33 or 36 Touch program in to your database…whatever that is. (KWCommand, Top Producer, manila folders…) Remember, Gary Keller’s Millionaire Real Estate Agent has an excellent skeleton of what this should look like on page 147.
• Find two people you can connect with on social media, just like yesterday, and reach out on private messenger;
• “Hey, it’s Chris. How have you been? Loved seeing that post about… I’m updating my real estate database and I’d love to send you something from time to time. My real estate business is really important to me and yet I am choosing to do a better job of keeping in contact with people I know. So would you mind replying with your current address, phone number and email to help me out? I promise you won’t get spammed. :)”

Hour 4

• Break for lunch.
• Do NOT eat at your desk. Go out…stop by your kids’ school with lunch. Let everyone in the school office know you are there because you have the flexible schedule of a real estate agent.
• Drop your mail that you created in Hour 1 in a mailbox somewhere.
• Meet somebody. Anybody. Get in to a discussion about their life, hobby, whatever. When they ask you what you do, say “I help people buy and sell the homes of their dreams.”
• ASK IF YOU CAN ADD THEM TO YOUR DATABASE!

Hour 5

• On your way back to the office, stop by the two houses you set up to preview. Pay attention to the price and condition of the home.
• When you arrive back at the office, take the time to pull the “comps” for the two houses you previewed.
• Find an agent who has inspection coming up in the next 3-5 days. Invite yourself. You are there to say NOTHING. You are there only to listen to the inspector and learn. Learn about house systems. What is trouble, a nuisance or just a minor thing that really shouldn’t be worried about? Listen and learn. No matter how great an opinion you formulate do NOT embarrass the agent who sold the house by offering your thoughts. Heck, go to the inspection for the agent for FREE so that you can learn. Leave all opinions to the agent who allowed you to sit in.

Hour 6

• Let’s look at properties that have expired in the MLS over the last six months or so that are in the area of town you are wanting to concentrate in.
• Are they still expired? (Check and see if they have been re-listed and/or sold.)
• Find two you can stop by on your way home.
• Find an agent in your office to role play a couple of expired scripts.
• Stop by, be brave and DOOR KNOCK THE EXPIREDS and ask; “Why do you think your house didn’t sell the first time around?”
• See Day 4 for more steps here.
• After you have done this pull out your journal and write down what went right today. Review all the wins, large or small and jot them down.
• Go home. Enjoy your family. Live your life. And keep your eyes open for an opportunity to meet somebody or to reconnect with somebody to add to your database.

We are building real estate muscle here. And, by the way, Congratulations! You have just finished your first week of being a real estate agent. (Or the re-birth of your real estate career.)

Do you feel good? Do you have an open house you are shadowing this weekend? Are you learning to talk to people and accept if they don’t want to be on your mailing list? Are you learning how to change your scripts to get results? Are you reflecting at the end of your day to see where you can do better?

Do you realize these schedules are an OUTLINE?!? If you run long, you run long. If you get done with everything faster than the time allotted, go home. This isn’t a job. You don’t get paid for just sitting in a chair. You can vary them slightly. Yet, not too much. Run this play. We’ll start again on Day 6.