Nailing It In Real Estate

How To Treat Your Business Like A Business

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Identify Challenges for 2021 then Devise Solutions

Are you trying to grow in 2021? Have you identified the challenges? First, you must know the challenges then, devise the solutions. In this video we show you how to do this using the following goal: Are you an agent who wants to build a more predictable flow of business? We layout the challenges and present solutions so you can build a more profitable, predictable, sustainable business in 2021

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Building Your Business

I was talking to an agent at a different brokerage who is starting to be consumed by their transactions and went to their broker for help. The advice was a list of other agents in the office to call. The job of the broker is to to help agents build a sustainable, profitable and predictable business, this isn't the right way to build that kind of business.

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Opportunity Time

Does your brokerage have "opportunity time or floor duty"? Where do these opportunities come from? Are agents taking calls from leads generated by your listings? Does your broker have their phone number on the sign, which means leads are calling the office and not you?

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What I Wish I Knew

I wish I knew then what I know now. As an experienced agent, I have perspective that would have helped a lot as a newer agent. For instance, the real estate industry is too focused on body count of agents, which doesn't help the agents who are looking to build their business. I, was also way too focused on transactions versus building a business. What I have learned is that by focusing on business building I could earn more money with less stress.

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There's Always Room At The Top

There is a lot of saturation amongst the top agents in the market. But it doesn't matter about their market share because there is always room at the top. In the end, market share is one metric.

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Don't Give Things Away For Free

Agents give away things for free way too often. Watch this video for a quick tip on how to differentiate yourself from what other agents do so you can be of more value to your clients.

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How To Get Things Done

You grow when you are getting things done, not when you are pondering and stuck on how to create the business you want. Your broker should be working with you to know what you are wanting to work on and to have the support to get the creative work done so you can be focused on implementing things. If you have a marketing goal, they can help you develop it. If you need a process to become more efficient, they can show you how to implement one they have already developed.

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Do You Have A Marketing System?

You Don't Need A Marketing Person. You Need A Marketing System.

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Do The Little Things really Matter?

There are no big secrets to success. It's all about small, smart choices.

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Rise Above and Be Unique

If you're a Real Estate Agent, you're probably noticing downward pressure on your commission. The reason is because consumers are thinking, "What do you do for your money?" They don't see the value and we need to get past that. So how do you rise above their expectations and show your value?

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Guiding Light

Never give away things for free. Never. Especially when it is your own money. If you are giving your seller a break on the listing, what most agents do is just charge less, which means they are giving up money to get the listing. But, you can get so much more leverage from it. This video will show you another simple strategy, so you can get more benefits from any discounts you are offering. It is all about having a "discount plan" so you are not giving up things for free.

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Is Your Broker Supporting You?

How is your Broker supporting you? Is it the basics like; helping with your document submission, making copies, having classes and such? Or is it more tailored to your specific needs at this juncture in your career to build your real estate business? To me, the job of a Broker is to support you with very specific processes and systems that you can implement to grow. It is the Broker reaching out to you so they know what needs to be done, not you having to complain or ask for things.

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I Quit

If you have a team or are thinking of one, what would happen if you quit for the week? Would the office survive? Or are you the agent of everything and how integral are you to the day to day operations of the team? The goal of a team is to create a business that runs like a business. This means having a system and a process for any activity that repeats itself. It also means you are working to remove yourself from the day to day operations of the team.

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Interviewing Broker Tips

If you are talking to different brokers and exploring options, how do you know what will work best for you? One approach is to determine if they are trying to "sell you on their brokerage" or if they are trying to help you solve your issues.

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Multiple Offer Hacks

We are going to be in a multiple offer environment for as long as I can see. This is why you need to continually be upping your game and showing your clients why you are a professional who earns their commission and is worth of their referral.

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What Is Success?

How do you define success? It should be about what makes your life more abundant. You should focus on goals that are more tangible. Then have a plan that is intentional and designed with purpose to put things in motion.

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Sold In A Day Alternative

I see a lot of agents talking about how they sold it in a day. But is that truly best for you client? What would happen if you possibly took 2 or 3 days? Here is an alternative approach so you can help your clients maximize the value of their home and you can demonstrate why you are a full service agent who provides value, not just put a sign in the yard.

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Are You Giving Up $100 an Hour For $20 an Hour?

If you want to grow your business you need to focus on revenue producing events. A great way to get started is to simply take a piece of paper and create two columns. One for $100/hr activity and one for $20/hr activity.

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Progression Over Perfection

I see a lot of agents who are looking to grow but they get bogged down and held back by the idea of perfection. Instead they should focus on progress. The path to perfection is by creating progress. An ok video is better no video. Start by keeping it simple, create progress and eventually that will lead to the perfection you are pursuing.

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Recruiting By Fear

With Covid I am seeing a lot of recruiting messages over and over. They are fear based messages centered on how now is the time to save money. . - No monthly - 100% - Keep more in your pocket or lower your cost . There are two camps. One is save as much money as possible and one is to make as much money as possible.

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How To Accomplish Your Goals

Setting goals is what most agents do. Things like "I want to double my business." " I want 5 more listings." If you don't just want these to be wishes, you should focus on the leading indicators of what will make your goals come true. Focus on what you can do, make it simple, implement it and you will be on the path to your goals. Engaging with 10 people a week, for example, will be a leading indicator to increasing your closings

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Simplifying Escalation Cluases

Agents love to use escalation clauses to help win deals for their clients. But it brings into question how to finalize the deal. What happens if the offer you are escalating over sends in a withdrawal before you finalize the deal?

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Hot Listing? Take Your Time

The market is tight as ever for entry level priced homes. With the shortage of inventory, you run the risk of seeing more contracts terminate due to buyers feeling pressed and moving too quickly.

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Sharpen Your Marketing Tools

There is a lot that we can't control these days but we can use this time to "sharpen our marketing tools".

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Home Inspections: Can You Share Them?

If you're the listing agent and the home you have in contract falls out due to home inspection, can you use the home inspection sent to you going forward? Is there a benefit to doing so?

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Escalation Clauses: The Good And The Bad

In the age of multiple offers, a lot of agents like using escalation clauses. But there's a price and a benefit to everything that you do.

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Escalation Clauses: The Spread Matters

When you're writing escalation clauses, you really need to think about the spread. What are the pros and cons of low spread? What about a high spread? How should you advise your clients?

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Finalizing An Escalation Clause

So, you used an escalation clause and you're in contract. Great! But escalation clauses can be confusing. What should you do to clarify the terms and protect your client?

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Always Double Confirm

Imagine working with a client and having something of such critical importance not go right. So how do you protect yourself and your client? Whether it's schools, zoning or specific requirements, you have to double confirm. Your client needs to hear the information for themselves.

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Don't Get Attached To The Outcome

Trust the outcome! Don't get paralyzed by the fear of it. If you just focus on what you need to do today, the rest will fall in line.

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Pressure On Agents and Their Business

Changes are coming to Real Estate in a a big way. With change, comes more pressure on you and your commission. How are you growing and evolving? Do you have a plan for embracing technology and showing value?

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Are You Doing Business By Accident or Design?

Take an honest reflection. Are you building your business by accident or on purpose? You're getting clients, but is your business growing? Do you have system you can follow to really own your business?

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Are You Ready for Real Estate Transformation?

Are you ready for Real Estate transformation that's already happening? Technology isn't going to replace agents, but it's going to put a lot of pressure on you as an agent and your commission. Do you have systems and processes you can use to show the value that you can add?

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Where Are You Going?

Are your goals actually tied to anything? If you waved a magic wand, what would your life look like? Do you have systems and processes in place to get there?

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Expand Your Sphere

When you grow your sphere, you grow your business. But how do you grow you sphere? You need to become the Realtor of everything.

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Proven System For Marketing

Do you have a process for how you generate business? Is it consistent, systematized and profitable?

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Is Your Email Account Costing You Business?

Is your email account professional? Does it make it easier for people to connect with you? What may seem like a little thing, is actually a big deal.

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Thrive In Real Estate Without Selling

Nobody likes a salesperson. And truly successful agents never sell anything. They help clients discover what they want, and then help them get it.

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Your Files Are Costing You $25,000 A Year

Real Estate is a paperwork heavy business. How you manage your files could be costing you $25,000 a year.

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Stretch Your Content

Content is King. Check out tips on how to make the most out of your content.

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Do You Want Results or Conflict?

If you're a real estate agent, do you want to get results? Or are you looking for conflict? Or do you just want to be right?

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Want to Grow in 2020?

Want to build your business? Goals and objectives are great. Getting it done is better.

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Are You Losing Repeats and Referrals?

Are you losing business from the client's you've worked with? About 88% of people would use their agent again, but around 11% actually do. Why is that?

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Will An Escalation Clause Win You the Deal?

In today's crazy world with lots of multiple offers, agents love to use Escalation Clauses. But will an Escalation Clause get you that deal? Is it superior? Let's take a quick look at he pros and cons.

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Agents of the Future

Agents of the Future and what do consumers want? This is a burning question for agents and it is something important to understand. Here are some issues to consider: At what point in the process do buyers/sellers need help from agents? What tools and services do they want? Which real estate models are most attractive to them, and why?

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Are You Using Your Time Wisely?

As a realtor you have to really know how to use the best use of your time. Particularly if you want to be successful and grow. The work you should be doing is engaging clients, following up on prospects, creating content and growing. It's not doing all the busy work. Be careful about not investing enough in your career. By that I mean you need to invest wisely, which is why I invest in a transaction coordinator, listing coordinators, and field service agents to help me do my job best.

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What Makes You Different?

Stop working from the “outside in”. Any agent can say they sell houses, talk about how great they are, and share how much business they do. That sort of feature dumping is not what’s going to sell you. Instead, work from the “inside out”. What makes you different? WHY do you sell real estate? What values do you bring to the table? People don’t buy WHAT you do, they buy WHY you do it.

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Are you Building Wealth?

If you are increasing your closings and making more money, that doesn't always mean you are building wealth. Is the goal to earn more and just improve your lifestyle or is it to build wealth and financial independence?

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Identify Challenges for 2021, then Devise Solutions

Are you trying to grow in 2021? Have you identified the challenges? First, you must know the challenges then, devise the solutions. In this video we show you how to do this using the following goal: Are you an agent who wants to build a more predictable flow of business? We layout the challenges and present solutions so you can build a more profitable, predictable, sustainable business in 2021

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Goals, Challenges, and Solutions for High Volume Agents

Goals are what your broker is talking about with you at this time of year. But, are they helping you identify the action steps to build momentum? First identify the goal, then flush out challenges related to the goal, then identify solutions that are geared to your challenges This video covers a specific example as we take a deeper dive. Agents who want a higher volume of business.... What are the challenges? and what are the solutions?

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