I was recently down in Las Vegas at a conference with my good friend, Anthony Lamacchia from Lamacchia Real Estate Group out of Boston. A few weeks ago, Anthony met with my team and taught them a lot of great tips. Their favorite tip was the simplest one: the double dial. According to Anthony, this is the simplest thing to do. It requires no skill. If a lead doesn’t pick up, hang up and hit them with a redial. If you’re feeling really daring, try the triple dial.
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If you’re feeling really daring, try the triple dial.
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If you start utilizing this strategy, you will substantially increase your reach percentage. It requires no skill whatsoever. You just have to go after it. Thanks to Anthony for visiting with us today. If you have any other questions about the real estate business or your career path in general, don’t hesitate to give us a call or send us an email. We would love to hear from you soon.
Here’s a rule that I broke last week: Never do a listing presentation without all decision-makers in attendance. Last week, I was called in by one of my agents to help assist her with a listing appointment. The husband and wife were interviewing nine different agents. As they were showing us the house, the wife had to take a call. We got into the listing presentation, but I asked the husband if he wanted to wait for his wife. He said to go ahead and start without her. Right at that point, I wanted to reschedule, but he said that they really wanted to make a decision that weekend. We went ahead and did it and at the end of the presentation, he said they would talk about it over the weekend and get back to me.
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You never want to present to just one decision maker.
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We got a call back over the weekend saying they decided to go with someone else. When we asked what the determining factor was, he said it was the commission. He went with an agent who had a lower commission so they could get every penny they could out of their home. You never want to present to just one decision maker. Whoever is going to assist in the final decision needs to be present. Every time I break this rule, there’s a much higher chance I don’t get a listing. If you have any questions for me about your career or the real estate business in general, give me a call or send me an email. I would love to hear from you.
I’m here at The Wynn in Las Vegas for a Leading Real Estate Companies of the World Conference. The top real estate companies in the world are here, along with over 3,000 agents who are attending five days of masterminding and networking. It’s been incredible. In one of the sessions, they talked about the importance of using videos. The open rates, engagement levels, and response rates videos have are higher than email—even text. A representative from BombBomb talked about how most people know the importance of video but just don’t do it. They may not like the way their voice sounds, the way they look, or they may want to lose 20 pounds before they start. His point was, you just have to get over it. People love you for who you are and they do business with who they know, like and trust.
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Just start making videos.
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We work with BombBomb and we’ve been doing videos for a couple of years. We get great responses from buyers, sellers, and even prospects. Think of all the prospects that you call and you can’t get them on the phone. You can actually create an evergreen video to send them as a follow-up. This is a generic video that just says, “Hi, I see you visited my website. I tried reaching out but couldn’t get ahold of you, so I wanted to shoot a quick video. I have some important information for you, so please respond back.” Your engagement will be much better. Just try it. If you don’t want to get into BombBomb, you can shoot a video on your phone, upload it to YouTube, create a link, and send it out from there. There are many ways to do video, but the point is to get started now! You can even send me your first video if you want a few pointers. Please don’t hesitate to reach out to me with any questions you may have. I would be happy to help you! Please call/text me at 518-376-1073 or email me at wmiranda@mrgteam.com.
I read an article recently that said less than 10% of all people have written goals of any kind, and 90% of the population is walking around every single minute on everyone else’s agenda. The same article stated that 80% to 85% of all New Year’s resolutions made at the beginning of the year are totally gone by now because people don’t have the structures and systems in place to execute their goals. How can you be a part of the percentile that makes goals and achieves them?
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This webinar will bring your 2018 game to the next level.
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This week, I hosted a webinar where I interviewed Paul Cummings, author of the book “It All Matters: 125 Strategies to Achieve Maximum Confidence, Clarity, Certainty, and Creativity.” I asked Paul some really neat questions about what you need to have in order to engage and execute your goals. He put together a 10-step process on how to build your goals, and he included nine area goals as well that you need to have to create a great work-life balance. To watch the full webinar, click here. What are you going to do differently this year? If you keep doing the same thing, you’ll get the same results. By implementing the strategies Paul talks about in his book and outlines in this webinar, you’ll be able to bring your 2018 game to the next level. If you have any questions about this webinar, how to set goals, or you have any other real estate needs, don’t hesitate to reach out to me. I’d be glad to help you.
I recently picked up a great book called “Broken Windows, Broken Business”. It helped me improve my business practices, and it can help you, too.
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Each and every month, I have a goal to read two books, usually about growth, personal development, and leadership. This month, I read a great book titled “Broken Windows, Broken Business” by Michael Levine. It’s a great book that every business owner should know about. It spells out all the different factors in business that could have major short-term and long-term impacts if not handled properly. It opened my eyes to some of the “broken windows” my own company has—things that we need to check up on in order to make sure they’re corrected right away. He gave some examples of broken windows you might find in various businesses, like uncleanliness in restaurants. What does the kitchen look like? Is the food fresh? If a person leaves that restaurant because of dirty conditions, they’ll likely tell other people about it, which would damage that establishment’s reputation, and ultimately harm their business.
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Customer service is the No. 1 broken window in business.
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One of my main takeaways from the book was that customer service is the No.1 broken window in business. If you have someone in your company who isn’t giving great customer service, they shouldn’t be with your company. It reflects not only on the owner, but on the entire organization. The author gave a few ways that you can use to find what broken windows your business may have.
Mystery shop your business. Using real estate as an example, you could go online and create a fake lead to see how long it takes for your company to follow up with you.
Call the office directly to see how long it takes for them to answer. What’s the agent’s tone like? It works a lot like curb appeal for a home; if you come to a home with garbage all over the place, it tends to push people away. Customer service, similarly, needs to be good from the first encounter in order to keep clients coming back.
Walk-ins. Have someone physically come into the business and see how they’re treated from beginning to end.
In the end, you need a way to determine what you’re doing wrong, what you’re doing well, as well as if you’re hiring the right people to give the level of service you can be proud of. I know that I’ll be going back to talk to my staff about our broken windows, and it might be a good idea for you to do the same. If you have any questions for me about books for business owners, or about real estate in general, feel free to reach out to me. I’d be glad to talk with you.
