If you are a new agent or a real estate agent who’s been at it for a while but feels like you’re not making any headway, you’ve found the PERFECT episode to listen to. As I’ve been reading Donald Miller’s great book, “Storybrand” I’ve been inspired in a lot of ways. But one of the biggest things it’s brought to light is that my experience as an agent has given me insight into how to set up a new agent’s business from square one - or how to help stuck agents get unstuck.
This episode is my introduction of the Agent Rise Steps - 10 things you need to understand and apply in order to set up your business for success if you are a new to real estate. And if you’re an old hand at this but need a little guidance, you’ll see that these 10 steps toward success apply perfectly for you too. Take the time to listen and change your real estate career forever.
Put 100 people in a “Sphere of Influence” database
Mail an announcement letter
Select and maintain your “Sphere of Influence Pillar”
Generate leads with your “Chase Pillar”
Convert leads with your “MatchMaker” System
Systematize your business
Grow your “Sphere of Influence” database to 300 and build a “Top 25”
Select and maintain an “Attraction Pillar”
Accountability and consistency
Teambuild and coach others
OK, there are many terms in there that seem like jargon - things you sort of understand but don’t quite get. If you haven’t been listening to this podcast for a while that’s definitely the case. But don’t worry, I’m going to break down every one of these steps in this episode. I give explanations and examples of each with nothing held back, so don’t sweat it.
In any business, there are certain things that have to be done that are more appealing, more fun for the business owner or team than other things are. It’s a reality. But it’s important to keep yourself focused on the things that matter and the timing in which they matter. STEP FOUR of my Agent Rise Steps has to do with implementing your “chase” pillar, which I’ll admit is not always the most fun to do. But it’s the heartbeat of your business.
What do I include in the chase pillar? Open houses - Facebook advertising - online leads - FSBOs and expireds - these are the things that generate leads for your business and MUST be done before you move to the more shiny objects that are honestly a bit more “fun.”
But it CAN be fun if you do it right. The matchmaker system I outline and teach in my Bootcamp is one of the tools that make it fun. It’s where the magic happens when it comes to generating interested leads. Listen to learn how you can get better engagement with leads, get more responses to your calls, and even create reasons you WANT to call more leads every week.
For some reason, in the real estate business agents tend to work on their business in hit and miss fashion. I understand how showings and listing appointments are random by nature and require a certain level of flexibility, but that doesn’t mean you can’t systematize other things to make them work flawlessly every single time.
I’m talking about things that DO need to follow a pattern, things like listing appointments, buyer consultations, your accepted offer process, etc. Every step along the way you need to have a specific process for how you do things.
When you do, there are tremendous benefits.
All of that comes by McDonaldizing your business - creating and using systems. This one step is powerful - it removes the fear of success.
It may seem a bit touchy-feely to talk about “loving” a group of people as a real estate agent, but that’s EXACTLY how you need to think about your “Top 25 List.” What is it? It’s a list of people who you deem to be incredibly valuable to your business because of their ability and/or willingness to give you referrals that generate business.
Take the time to identify these people, then create a system that enables you to love them well and consistently. Buy and give away great books, provide birthday gifts when their special day comes, whatever it takes, you want to take care of these cherished referral partners. You should not only do it because it is the right thing to do - out of gratitude for what they are doing for you - but it keeps you top of mind so they remember how much they appreciate what you’re doing for the people they refer to you.
Who are the kind of people who make YOUR “Top 25 List?” It's going to be different for every agent. For me, there are a couple of unlikely people. One is a propane tank delivery driver and another is a mail carrier. Who will make YOUR list?
I hope you take the time to listen to this episode - more than once. When you systematically work through each of the Agent Rise Steps in order, you’ll set up your real estate business for the kind of success that can’t be stopped.
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