Why you? Why your Company? Why now?

Is there any competition in your marketplace? We all know there are a ton of real estate agents out there! There is this myth that all agents and all companies are the same and do all the same things.

The challenge is how to separate yourself from the competition…

Here’s the truth… If you’re not unique, then you’re weak! Be committed to creating a better experience for your customers because you know your unique factors! What unique factors do you have that create a better experience for your clients? What is your value proposition and how are you communicating it, Fast?!

It is amazing to me how so many agents struggle responding to the questions so Why you? Why your company? Why now?

Let’s talk about Your Super Bowl Commercial. Imagine if you invested $5,000,000 in a Super Bowl commercial! It would be 30-60 seconds long and be seen by 114,000,000 people. What would your pitch be? What would you say about yourself and why should the customer want to work with you? On a smaller scale you are advertising yourself every day… When someone says “you are in real estate?”, what do you say? Is it unique? Remember if I am not unique, then I am weak!

How do I create my powerful Pitch?

#1 Start with a problem. This is a hook, and the reason a customer should be interested. The goal here is to articulate a problem that connects with the kind of customers you want to serve. When you speak to people through their problems, you are speaking life into them engaging with you.

#2 Amplify a problem. Use quick examples… Say something like “buying a home is easy…” Then list out some of the problems most of your customers might face. Remember to think about this from your customer’s perspective, and the types of questions they are asking… Questions like: So what? What’s in it for me? Can you prove it?

#3 Offer Your Solution. Talk about facts, data, proof, and credibility. You can even use a script. “Clients work with us because we have the experience, we sell homes faster, and get our customers more money. We pride ourselves on customer experience and relationships, and we have 7x times more five star reviews than any real estate agent in our marketplace. Our number one aim is to make sure you are our next five-star review and we want to deliver that experience to you. These are my competitive advantages (restate them) that you can hold me accountable to.” Remember even if you are a brand new agent you can still use the facts and data from your office (be honest and disclose that) to offer the solution to your customers.

#4 C.T.A. You’ve got to have some kind of call to action! It could be something like: visit our site, like our page, schedule an appointment, or sign the contract. Remember if you don’t close you can’t win!

The Most Persuasive Words. Have you heard of the 12 words that are considered to be the most persuasive? They are:

  • You
  • Money
  • Save
  • New
  • Results
  • Easy
  • Health
  • Safety
  • Love
  • Discovery
  • Proven
  • Guarantee

Think about your marketing presentation; are you using those words? The most engaging agent’s know the words to say and how to say them and get people’s attention and stand out!

You and the Competition. Listen, when you follow all of these steps you are creating a degree of separation between you and the competition. When you can articulate your uniqueness and how you can solve problems for your clients you are standing out from the competition! This makes it much easier for your clients to choose you over all those other agents in the marketplace. Take the time to really invest in your pitch and identify what it is that make you and your experience unique? What are the problems that buyers and sellers are facing today in your marketplace? What do you do to provide solutions to the buyer and seller? You only have seconds to engage, persuade and differentiate yourself from the competition. I challenge you to work on your power pitch and really stand out from your competitors.

The Hour-By-Hour Plan for Top Producers

One of the things we all love about real estate as a career is it is never the same day twice. The freedom and flexibility with our time is something that empowers us or THIS, however, can also be our recipe for disaster.

We are sleeping ‘til 10am, a long lunch until 2 in the afternoon, then scrolling through Facebook until 5pm … before you know it, an entire day has slipped through the cracks and you have nothing to show for it. Can you relate?

“Routine, in an intelligent man, is a sign of ambition.”  ― W. H. Auden

Routine is what separates the average agent from the top producer.

Agents constantly know what the most important skills are in order to reach success, and the ability to PLAN and EXECUTE.

That’s why today we are sharing an hour by hour plan for an ideal day for the top producer. It is up to you to implement and execute!! So here we go!

Hour by Hour Plan for a Top Producing Realtor

5:00 AM – 6:00 AM: Wake-up + Exercise + Nutrition

Use this time to fuel your body and energize yourself for the busy day ahead!

6:00 AM – 8:00 AM: Morning Routine + Getting Ready

Set yourself up to be in a peak mental state – this is crucial to reaching your goals. If you don’t have a morning routine then here are some ideas. My morning routine recommendations: prayer, meditation, visualization, audiobooks, gratitude, journaling, affirmations, inspiring videos etc.

8:00 AM – 9:00 AM: Prepare + Review

Connect with your assistant (or sit down with your calendar) and go over your objectives and outcomes for the day. Visualize your activities and purpose for the day.

9:00 AM – 10:30 AM: Appointment Setting Time

No distractions, just 90 minutes straight of prospecting and appointment setting (DO NOT SKIP THIS!). Get the most important activity out of the way in the morning. Follow up all your leads and make all your calls first thing in the day. Plant those seeds and set the buyer and seller appointments.

10:30 AM – 11:00 AM: Break

Take a brisk walk to mentally recharge before your next tasks. Clear your mind and get some air and reload.

11:00 AM – 12:00 PM: Lunch + Prep

Prepare your hot sheets by filling in all your buyer and seller lead details. Details like name, contact information, source of lead, type of lead, follow up dates and appointment set yes or no? After the hot sheets are done then plan for your afternoon appointments with buyer and sellers.

12:00 PM – 4:30 PM: Appointments + Listing Presentations

Use this 4.5 hour block to schedule in three 90-minute appointments or listing or buyer presentations. If you’re a new agent and don’t have 3 daily appointments or presentations booked, use this time for additional prospecting and appointment setting time.

Work your face off so you can go home at a decent hour and be present with your loved ones!

4:30 PM – 5:00 PM: Daily Wrap-Up

Close up the day and identify what you accomplished and what your goals are for tomorrow. Review your schedule for the next day and ensure the day is all set.

5:00 PM – 7:00 PM: Home + Dinner + Family Time

Work/Life balance is so important. If you want it to happen … you’ve got to schedule it in, just like everything else in your day! Stay present and enjoy a good meal with the ones you love. 6 pm is family dinner time, all of us at the table together with no electronic devices in our home.

7:00 PM – 9:00 PM: Personal Time/ Evening Appointments (if necessary)

Most top producers can get their clients to meet during daytime business hours, there are some exceptions where this isn’t possible so an odd evening appointment maybe necessary. Usually you will mostly use the final hours of your day to hang out with your significant other, read an enjoyable book, or focus on a favorite hobby.

9:00 PM – 5:00 AM: Sleep

Rest and recharge for an action-packed day tomorrow.