Top 10 Activities Top Agents Do To Kick Start 2019

It is that time of year when you feel a little holiday hangover and the motivation levels are not what they should be. It is the time of year when an agent cannot control what the market or their client is doing but it is essential an agent control what it is they are doing in January to kick start their year off right! This week we want to share the top things an agent can do at the start off the year with a bang to ensure you got a good jump to 2019.

Top 10 Activities for Realtors© To Kickstart 2019

1. Happy New Year / Gratitude Message – create a message for everyone expressing your gratitude for their support for you and your business in 2018 and wish them all the best in 2019. Let them know none of your success would be possible without them and you appreciate them all. Create a video, letter, email, Facebook social media post and share the happy new year – gratitude message to everyone you know!

2. Re-branding Launch 2019 – time to reinvent and relaunch your brand with a new photo, new logo and a new slogan and re-brand your old real estate self and create a fresh new look and start for 2019 and your business. Ask for your clients for input and poll their feedback on your new photo, new logo and new slogan over social media and build up the hype for your new branding launch in 2019.

3. 2018 Market Review and 2019 Predictions – create a message for everyone reviewing the past year and what the real estate market did in 2018. What did price do? Inventory? Sales? List to sale ratios? Recap and summarize the past years market and let them know what is trending and share your bold predictions for the market in 2019. Create a video, letter, email, Facebook social media post and share this with everyone in your community!

4. Pop by gift – always a great time of year to pop by and say hello to everyone you know with a jug of window washer fluid with a tag message “I’m happy to provide great clients like you with a clearer view of our local market.” Courtesy of Buffini and Company. 

5. Checklists / Procedures – time to get the systems, checklists and procedures created or upgraded. Do you have a process in writing for every activity you perform in real estate? The greatest challenge for all agents in their business is they are consistently inconsistent. Having written checklists, processes and procedures for each activity in your business will make a huge difference for implementation and execution in 2019.

6. Database Touches – the highest R.O.I. source of any top producing agent is repeat and referral business. Having an intentional value added process to engage and deepen your advocacy with people that already know, like an trust you is absolutely key to any agents success in 2019. Spend more time money and effort keeping them than we did getting them!

7. Lead Generation Funnels – the top reason for agents not doing well enough is due to the lack of leads. Without enough leads we are forced to work with anyone and everyone. Without enough leads we can’t generate enough appointments and then enough listings and sales in 2019. Focus on the “FAB 5” lead generation funnels of the industry in 2019. 1. Database 2. Geographic Farm 3. Expired or FSBO 4. Open House 5. Online Leads

8. Tools In Your Tool kit – do you have a pre appointment package for buyers or sellers. Do you have a marketing tool you can deliver to the clients in advance that sets you apart from all your competitors before you even meet them? Pre listing and Pre Buyer packages deliver that punch in 2019.

9. Presentations and Process – do you use professional dynamic presentations with your buyers and sellers? Presentations that share with them the benefits of doing business with you vs. the rest? Does your process set you apart from the competition? Do you show them why they should sign with you a listing contract? Buyer agreement? Price their home properly the first time? Or do you just wing it?

10. Complimentary Market Analysis – provide a package of listings, sales and expired comps for the last year to every client and person you have a relationship with. Provide them with enough information they can get an idea themselves of the value of their property. 3 days later follow up and ask them if they have any questions? Ask if they have other real estate properties you could evaluate for them? Ask if they know anyone else you could provide them with this complimentary service as well. This usually leads to listing appointments for agents in the new year and a great jump on spring listing inventory!

So there you have the top activities for kick starting 2019 off on the right foot! Don’t sit around and wait for real estate to happen. Take steps to create real estate in January 2019!

What Top Agents Never Do Again

Insanity: “Doing the same thing over and over again and expecting different result.”

So what does that mean? The things top agents never do again. From my observations of successful agents they tend to have moments in life and in business. That once they have them, they never go back to the old way of doing things and when that happens, they are never the same.

In short, they just get it!

Years ago, a bad business decision of mine led to an interesting situation. I had learned a valuable lesson the hard way and assured myself this was a good thing once I learned that lesson, I would never go back. Trust me you never do it again. So what are the key moments successful agents go through that forever change how they do things, which propel them to succeed in business, relationships, and life? I began to look at these moments and here is what I found. Successful agents never again…

Return to what hasn’t worked for them in their real estate business or personal life. Whether a job, or a broken relationship that was ended for a good reason, we should never go back to the same thing, expecting different results, without something being different.

Do anything that requires them to be someone they are not. In everything we do, we have to ask ourselves, Why am I doing this? Am I suited for it? Does it fit me? Is it sustainable? If the answer is no to any of these questions, you better have a very good reason to proceed or stop it and be your authentic self.

Try to change another person. When you realize you cannot force someone into doing something, you give him or her freedom and allow them to experience the consequences. In doing so, you find your own freedom as well. You can only change yourself and really cannot change others.

Believe they can please everyone. Once you get it truly is impossible to please everyone, you begin to live purposefully, trying to please the right people. They realize they are the most important person in their life and the family and friends are the next important people in their lives. They stop basing their choices on people pleasing and choices that are best for themselves and those most important to them.

Choose short-term comfort over long-term benefit. Once successful people know they want something that requires a painful, time-limited step, they do not mind the painful step because it gets them to a long-term benefit. Living out this principle is one of the most fundamental differences between successful and unsuccessful people, both personally and professionally. They have the courage to leave their comfort zone in order to gain long term.

Trust someone or something that appears flawless. It’s natural for us to be drawn to things and people that appear “incredible.” We love excellence and should always be looking for it. We should pursue people who are great at what they do, employees who are high performers, dates who are exceptional people, friends who have stellar character and companies that excel. But when someone or something looks too good to be true, he, she or it is. The world is imperfect. Period. No one and no thing is without flaw, and if they appear that way, hit pause. Don’t be misled. Learn how to read people.

Take their eyes off the big picture. We function better emotionally and perform better in our lives when we can see the big picture. For successful people, no one event is ever the whole story. Winners remember that—each and every day. The top agents always have their eye on the prize and know their why and purpose and love the impact they have on people and the ones closest to them more than the selling real estate part.

Neglect to do due diligence. No matter how good something looks on the outside, it is only by taking a deeper, diligent and honest look that we will find out what we truly need to know and the reality we owe ourselves. The best reality comes from an honest self-assessment. Top agents always make educated decisions on everything personally and professionally they do.

Fail to ask why they are where they find themselves. One of the biggest differences between successful people and others is in love and in life, in relationships and in business, successful people always ask themselves, What part am I playing in this situation? Said another way, they do not see themselves as victims, even when they are.Don’t make excuses for who and where you are.  Top agents don’t live below the line in blame, denial and excuse. They are above the line and take ownership, action and learn from their mistakes.

Forget their inner life determines their outer success. The good life sometimes has little to do with outside circumstances. We are happy and fulfilled mostly by who we are on the inside. Research validates that. And our internal lives largely contribute to producing many of our external circumstances. Become a better you and the outward becomes better. The converse is true. People who are still trying to find success in various areas of life can almost always point to one or more of these patterns as a reason they are repeating the same mistakes.

Remember everyone, including me, make mistakes… even the most successful people out there. But, what achievers do better than others is recognize the patterns that are causing those mistakes and never repeat them again. In short, they learn from pain—their own and the pain of others. A good thing to remember is this: Pain is unavoidable, but repeating the same pain twice, when we could choose to learn and do something different, is certainly avoidable. “We don’t need new ways to fail… the old ones are working just fine!” Our task, in business and in life, is to observe what they are, and never go back to doing them again.