What Basketball Taught Me About Team Building

In our business, the difference between winning and losing boils down to the kind of people that we have around us.

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Do you have the right people around you?

I started thinking about this topic just the other day as I was coaching one of my son’s basketball teams. I have two sons, and I’ve been coaching both of their teams for years now. I’ve tried to step back a couple times, but every time I do, something pulls me back in. Some of these teams I’ve won championships with. Some I went winless with.

A couple of weeks ago while I was watching my younger son’s team play, I started to think about how this ties into real estate. You see, my son’s team is undefeated right now and we have a good shot at a championship. The last couple of years, though, I’ve been the coach of teams that couldn’t scratch together a single win. What causes that kind of disparity?

The more I think about it, the more I realize that it has everything to do with the dynamics of the kids involved. By that I mean the chemistry of the team itself—both how they work together and how they enjoy their time.

What kind of team are you on?

Try and assimilate that logic into what you are doing as an agent. Do you have one of those “fun” teams that does nothing regarding business and instead prioritizes having a good time, or do you have one of those teams where everybody is out there being successful without you to the point that you feel left out?

I think being successful in life means including a little bit of both. We always want to feel like we belong to the group, and real estate is a very lonely business, but we also need to find success. We need to find success not only with our companies, but with our families as well.

As we end 2016 and look forward to 2017, I think you should stop and ask yourself two questions:

1. Am I achieving the kind of success I want?
2. How much of that has to do with the people around me?

Is your team friendly but not results-oriented, or are they only results-oriented and unfriendly? In my opinion, it varies all the time, whether it’s coaching basketball or coaching a real estate team. It has everything to do with how we interact with each other, how we enjoy our time, and what our definition of success is.

I hope that at the end of 2016, you can look back and say that you’re 8-0. As we know, it’s not fun to be on the losing side in this business.

If you’re not winning now but you think you have the ability and might just be on the wrong team, I’d love it if you gave me a call or sent me an email. I wish you great success!

Are You Happy With 2016?

The two months left in 2016 may seem like a lot of time, but 2017 will be here before you know it. Did you meet your goals? What do you need to improve? I'll explain why now is the time to look ahead to 2017.

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As we approach the end of 2016, I want to use this installment of our career video blog to focus on 2017.

A lot of agents think that with two months left in the year, there is a lot of business yet to be done. Keep in mind, though, that we have two major holidays in that time frame. If you're working with a buyer, you really only have about two weeks to get them under contract to have any hope of closing before the end of the year. Right now is the time to really work on getting your business plan for 2017 together.

I can't stress enough how much you should focus on what you'll do to improve. How did your year go? Did it work out the way you expected? I can tell you, with the 87% failure rate in real estate, the majority of agents would probably answer 'no.' That doesn't mean that you're in the wrong business or even on the wrong track, although it could mean that you're working with the wrong team or company.

Don't wait for the end of December to think about your goals for 2017.

There are a lot of great opportunities out there in real estate, and unfortunately, I think there are some great people out there who won't stick with it and will lose traction. As you go forward, don't wait until the end of December to think about the processes and marketing skills that you need to improve upon. Where do you want to go with your business? What kind of market share should you go after? Do you have a database, or are you working off a paper pad?

I think that The 10X Rule is a great book to read. The reality of this book says that to achieve anything you want to do, you have to put 10 times the effort toward it. If you didn't achieve your goals for 2016 or you fell a bit short, then 2017 might be time to ramp it up 10x.

If you're with the wrong team or the wrong company, it might be time to talk with a different company. That could be our team, which is team-based and can help you through a lot of those growing pains, or another team that fits you better.

I hope you have an amazing end to 2016! If you have any questions for me or you're interested in learning more about our team, give me a call or send me an email soon. I hope to hear from you!

What Does the Changing Bradenton Market Mean to You?

I wanted to talk a bit today about whether the Bradenton real estate market is changing. We hear so much about how it's still a seller's market, but if you're in the market now, you may have seen that start to change.

Statistics show that inventory is still low and homes are still selling quickly. However, I would suggest that the market is changing because we're seeing less pending inventory month to month and the sales are rapidly changing.

Specifically what you need to look at are the neighborhoods and price points where this is going into effect. When you talk to clients about the market, you should always convey your expertise, but you can't tell every homeowner how wonderful it's going to be, and that you're going to get their home sold in the next 30 days.

Homes in the average price point around $300,000 are selling quickly, but as you get to bigger homes and those priced above $500,000, you'll see that there are up to 12 months of inventory.

The market is not the same everywhere.

As the market continues to change, you need to pay attention to smaller niche markets and not just look at the market all over the industry. It's just not as wonderful everywhere as some may have you believe. Understand your market and your inventory.

If you have any more real estate questions, please give me a call or send me an email. I would be happy to help you!

Why You Need to Build a Strong List of Vendors

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As industry experts, it's important that we choose vendors we know we can count on to refer to clients.

I've taken years and years and gone through many different vendors so that I can provide a list to my clients. You want to have a list comprised of everything from appraisers to surveyors to inspectors available for your client so that they can get through to closing and get you your check. You also want to be able to offer them vendors after the sale, like a handyman, plumber, or electrician. We sell great houses to clients, but there is no such thing as a perfect house.

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You always want to be that 
person a client reaches out to.

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I advise you to continue making that list of vendors on a daily basis. Put them all in your phone so that you have a name when you're in need of a vendor. It reinforces you as an expert and will keep them calling you when they're in need. You always want to be that person your client calls for anything they need.

As usual, if you have questions for me or you're interested in joining our team, give me a call or shoot me an email. We'd love to hear from you!

Your USP Is Vitally Important to Your Business

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One of the most important aspects of building your business is determining your USP, or Unique Selling Proposition. It can really help you in all aspects of your business, but specifically with your branding and advertising.

I just went through Starbucks and paid $5 for a coffee. It’s decent coffee, but it’s only worth what I paid for it because we like the image that goes along with it. That’s why so many people go for it. Starbucks has a recognizable brand, allowing them to charge what they do for the coffee they serve.

Your image is very important to your business for credibility purposes. In the past, my image could have lost me clients. People hired someone who dressed nicer or had a nicer car. The way I proved my credibility was by actually selling their home.

When you’re building a business and building a career, focus on your image and your USP. Your clients want to be proud of the people they work with and who work for them. One day you may get the opportunity to say you did it. You want to get to the level where one day you won’t even have to introduce yourself. That’s what we all want.

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Show up every day at your best.

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So, pick your brand, pick your USP, and show up every day at your best. You owe it to everyone, every day, to be your best.

If you have any questions for me or if you’re looking to take the next step in your career, give me a call or send me an email. We are currently looking for specific people who want to build a successful career. We look forward to hearing from you!

Why Is the Real Estate Industry Perfect for Millennials?

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When I was in my twenties, my dad was still practicing real estate and getting ready to retire. He suggested that I take over the business. I thought I was too young to sell homes and that no one would take me seriously, so I didn’t do it.

Fast forward a few years and here I am. A full commission job might seem scary, but when you’re in your twenties, that’s the perfect time to do it. That’s just one reason I believe that the real estate industry is perfect for millennials. Here are a few others:

1. Technological advancements. Millennials are used to technology and can navigate the new advancements of the real estate industry with ease.

2. Communication. The number one complaint in real estate is that an agent did not communicate well enough. Millennials are communicating all over the place with every source possible: cell phones, Facebook, Instagram - you name it.

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Work-life balance is a thing of the 

past - look for a work-life blend.

”

3. Work-life blend. Work-life balance is a thing of the past. We carry our cell phones around all the time. Millennials want their career to be part of who they are. It’s no longer just about having a job. They want to be proud of something. You can still communicate about real estate all day long. You will work some evenings and weekends, but real estate allows you to have a work-life blend so you can still spend time with friends and family during the week.

5. Sense of community. Millennials want to be involved in their community and what’s going on around them. Doing so is a huge part of the real estate industry.

6. Helping others. Real estate is all about helping others find their next home.

If you’re a millennial and thinking about real estate, this is a perfect time to try it out. If you have this millennial mindset, you can have a successful career in real estate as well! Your age doesn’t matter. It’s all about your frame of mind.

If you have any questions, give me a call or send me an email. I would be happy to help you!

How to Approach Multiple Bid Situations

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Today, I want to talk about how to win a multiple bid situation in the Sun Coast area.

When we train new agents, the biggest complaint we receive is that they don’t know how to win a multiple offer situation. As a local real estate professional, I have some insight and tips to succeed in this type of situation.

How does this concept relate to ham? Let’s see if you remember this story. A daughter asks her mother why she slices ham a specific way. “Your grandmother did it like this,” her mom explains. The daughter visits her grandmother and inquires about it. “Your great grandmother did it like this,” she says. It becomes a recurring cycle, and everyone was cutting ham this way because it’s all they’ve ever known. That’s the case with bidding wars.

Remember your ethics class? I think there’s relevant information taught there that can be used in bidding wars. If you’re making an offer on a home with multiple bids already, you may have heard, “Give me your highest and best.” I can’t stand that. The reality is, you’re bidding against everybody else, not yourself. And if you inquire about other offers, sellers will say they can’t tell you about them. That’s just not true. That’s the ham here; they’re recycling a phrase they’ve heard forever.

According to Ethics and Standards Practice 1-13, the seller or seller’s representatives may not treat existing terms, conditions, or offers as confidential. These rules explain explicitly your offer isn’t secretive! They’re allowed to tell other people.

Sellers can benefit from disclosing other offers, so buyers can bid against them. If you’re on the buyer’s side of this, ask the listing agent about the highest offer. They are allowed to tell you. Your client might not be able to top or beat it, but at least you’ll know! You’re armed with important information to prepare the best offer your buyer possibly can submit.

If you have questions about this topic or anything else related to real estate, reach out by phone or email. I’d be happy to help you!

How Do I Turn Buyer Leads Into Clients?

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Today, I’ll explain how to get a buyer lead under contract quickly in the surrounding Sun Coast area. With the Internet nowadays, it’s common for me to see real estate agents missing out on awesome opportunities. Particularly, they overlook and dismiss leads from Zillow, Trulia, and even their own website.

When my dad sold real estate, buyers would find him in a phone book and approach him with their needs. My dad would go out and find a home with their requirements. When I started, we didn’t have Zillow, but we had the Internet and the MLS. I’d hop in the car with buyers and drive around to properties.

Here’s a big mistake many agents make today. They meet with a buyer and explain, “Come to me when you find a home you like.” You’re the agent with access to properties and familiarity with this information, and you should provide customer service. You find the home, not them. Although you can refer them to the MLS, it’s your duty to call them, instead of letting them call you. Here’s four steps to follow.

1. Get the buyer on the phone. If you receive a lead from online, get that person on the phone. Even though you might not be the first caller, it’s important to follow up again and again.

2. Pre-qualify the buyer. Mortgages are important, but qualifying their finances is more of a priority. Check in after a period of time to make sure the buyer is still on track. Do that again and again.

3. Get the buyer in the car. You should be driving around, looking at, and visiting properties with your buyer. Have some addresses beforehand. This helps you gain their trust and understand what they like.

4. Persaude a buyer to write an offer. You’re the person to push a buyer to make a good decision for their families. Think about car salespeople. They’re there to help you decide on such a large investment.

If you have any questions about this topic or more, reach me by phone or email. I’d be happy to help you!

The Surefire Way to Succeed in Real Estate

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So many Realtors are looking for the key to success, and I think I’ve figured it out! In today’s video, I’ll explain it to you.

First, I examined a top real estate franchise in our area. They have 220 agents working for them, but only 134 have sold a property. They average $1,272,209, which is only 6 units, which is only $38,000 in GCI. Then factor in all of your expenses. That’s not much money for all your hard work.

That said, 70% of people working in that company are under that $1.2 million worth of sales. Most likely, these folks are below the poverty line. This is within one of the top real estate companies in our area that has been doing some major recruiting lately.

Now, we all know that 87% of agents are out of the business within five years. What’s the definite way to succeed in real estate? Be in the top 13% of agents in your office.  

It sounds simple, but the reality is that if you’re not in the top 13%, you’re doing something wrong. It doesn’t matter if you have 220 or 50 agents in your office. If you’re not one of the top agents, you need to reconsider what you’re doing. You may not be in the right firm or the right business.

You have to figure out how to be the best. How are you distinguishing yourself from other agents? There are many agents out there who are suffering, and I want to help improve their lives. If you have any questions, give me a call or send me an email. I would be more than happy to help you!

Why Are You Receiving This Video?

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There are two different reasons you are receiving this video. Today, we are going to explain exactly why.

First off, our team is growing and we are looking to expand. Over the last 5 years, we have built on a team concept, and we are ready to expand. We are ready to double and triple our past success, and we need agents to come on with us to do so. Now, you may not be at the top of your agency, or even in the top 10%. You may not be finding success where you currently are, but that’s why we are reaching out to you.

We are looking for full-time agents who want to work hard, learn, and make a great career in real estate. If you’re not in the top 10% of your company, there’s a high chance you will fail in the first 5 years. Statistically, 87% of those who get their real estate licenses will be out of the business in 5 years. We want to bring you away from that trend, and get you on a path to success.

The second reason you are getting this video is because with this blog, we are still going to be sharing real estate tips. We want to open up our shop and show you what we’ve done to succeed. We want to give you the best tips for success, and that starts with our next video.

If you’re the type of person who wants to serve people, who doesn’t want to just build out websites and systems, we really want to talk to you. We have way too many leads right now, and we want to share the wealth. With us, you will have 30-50 leads per month and a 6-figure income, all with no expenses.

We work together as a team, but we are looking for someone who wants to build a career for themselves, and we can help you get on the right path. It takes a lot to get started in real estate. If you’re struggling, want more opportunity, or would like to learn from some of the best, give us a call or send us an email. Our process is selective, but there is a huge opportunity here.

If you’re ready to talk, feel free to give us a call. We would love to hear from you. If you’re not, that’s OK too. We will still be sending you our videos, with great tips for how to succeed in the real estate business. In our next video, we’ll share the “silver bullet” to real estate success. Until next time!