Category Archives: Free Downloads

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The 5 Most Effective Things YOU can do to Sell MORE Homes Now

Real Estate Agents the Real Estate Market is Improving! Are You Ready?

After you have been in real estate for a while you begin to see that any business development, marketing and prospecting you do will take 3-6 months to bear fruit. This means the things you do today, if effective, will start to give you results and commissions in 90 -180 days. The following is the process that has worked for me and my team multiple times over the last 25 years to shift my business to the changing market or to refocus on where I want my clients to come from.

#1 Decide where you want to go –   (aka: Know Your Numbers) This is your #1 assignment grasshopper! What do you want? How much money do you want to make. How many homes do you want to sell this year? Once you know what you want, you can design a plan to get you there.

#2 Specialize – You may have heard the term get rich in your niche. This is the secret of the top producing Realtors. They have a niche. They focus intensely on the niche and they blow away their competition because of it. Decide Who YOU  Want To Work With!

#3 – Develop a Scripted Buyer and Seller Presentation – This is a game changer! The prepared agent is the winner. Plain and simple. A lot of agents like to wing it on the first appointment. Sort of ease into it…just get to know the prospect. NO, not you! This is not effective. Especially if another agent comes in after you with a scripted well researched and planned out presentation. You may be thinking “That sounds like a lot of work!” And it is, the first time. My goal is to teach you how to build a Perennial Sales System. Create it once and then use it time after time.

#4 – Set up Automated Systems that support your business goals. I am a big learner and I love to figure out how things work and then implement them…But only the FIRST time! Once I know how it works I want to hand it off to someone else and I am on to the next idea. Most Real Estate agents are social people and don’t want to be behind a desk all day! This is where systems come into play. It is important that you document all your processes and procedures so once you are busy you can hand them off to a rock star assistant.

#5 – Surround Yourself with a Mega Rock Star Team – You may not be in a position to hire anyone right now and that is OK. You can still have a team. My first team was made up of strategic partnerships. Find a competent and hungry loan officer. You only need one and you need to commit to each others success. Then move on to finding a great title company, inspector, insurance agent and other home service vendors to bring on to your team. Make sure they understand that this is to build both of your businesses. Some of them won’t understand they have to refer you business too. Keep searching until you find the right strategic partners.

This is just the tip of the iceberg to real estate sales success in my Perennial Sales System. In my system I have step by step how to guides, instructions to implement systems, worksheets to figure out your ideal client/niche, tracking and measurement spreadsheets, and additional resources along with online classes. I would love to share more with you. If you are struggling with figuring out any of the above such as, what is your best niche, who your ideal target market is, how to track your numbers, ideas for a scripted presentation, automating your systems or building your Mega Rock Star team, I would love to help. On my website www.perennialsystems.com you can sign up for a free 30 minute strategy session where we can brainstorm any one of these items and get you where you want to go! I look forward to connecting with you

 

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Attract – Sell – Wow!

Have you ever asked yourself… why aren’t more people interested? Why aren’t they buying from me? Why don’t my customers tell their friends about me?

Attracting customers starts with focus because, let’s face it, most consumers aren’t actively looking for your company. More often than not they’re looking for a solution that satisfies a particular need they have and will discover you either by accident or because you have a great Attract strategy in place.

Getting noticed in this noisy world is critical for the success of your business, but it’s not always easy to get the word out. The best way to get noticed is to start with a narrow focus. Define your ideal target by researching their demographics, attitudes, behaviors, motivations and favorite places to hang out, both online and in person. Then, start engaging with them in a helpful way, but be sure to have a way to follow up with them before they leave.

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Happy New Year!

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The First day of school feels like a new beginning of the year for me. I start with a new notebook for my to-do lists and I plan out how I will spend my weeks to come.

One of the most effective tools I have used is a form I put together called “Plan Your Perfect Week”.  I adopted this system about 20 years ago and it had been a huge help in time management for me. It is a week at a glance calendar layout. The first step is to determine my time OFF! This may sound counter productive but I am a little bit of a workaholic. My family gets irritated because once I start to focus on something I am gone… I plan out the family schedule first so I can be present when they want me to be.

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What’s Your Perfect Customer Lifecycle?

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There are seven distinct phases to the Perfect Customer Lifecycle:

Attract Traffic
This includes all of the work you do to generate interest in your business, like website traffic, foot traffic, etc. that comes from online/offline advertising, partners, etc.
Capture Leads
Smart businesses are very intentional about capturing contact information for interested leads as well as permission to follow up. As a real estate agent you run a small business. You can’t follow up if they leave your site or store, open house or showing appointment without giving you their info! What thing of value can you offer in exchange for their contact information.

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Get Your Free Download of Think and Grow Rich

Receive a free copy of Think And Grow Rich by clicking here

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I am an avid reader and I can honestly say that of all the books I have read, besides the Bible, this book changed my life. I read it in 1992 while pregnant with my daughter Maria. I have had a handful of defining moments and this was one of them. I remember clearly the moment I took responsibility for my own life and career. The moment I realized that I would take care of my daughter and provide for her and that it was it was up to me.

Please download a free copy of this classic on me.

Here is a great synopsis of Think and Grow Rich by published on Business Insider.

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Do You Have A One Page Business Plan?

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Let me ask you a question. When you jump in your car or on your bike, do you do so without any idea of where you’re going? Nope? Didn’t think so.

Unless you just felt like taking your car out for a spin or getting lost on a bike ride, I’d say you would almost always know a rough route of where you’re going, how long it will take and what you’ll do once you get there.

So it blows me away that people do not have a road map for their business. A business plan is quite simply a great investment of your time. I hear excuses flying at me from left, right and centre such as:

“I just don’t have time”, “I have too much work to do”, “I’ll do it someday”, “It seems like too much work and too complicated”, “I have no idea where to start”, “I don’t need a business plan, I’m making money already.”

I’d also like to let you know that contrary to what people may tell you, your business plan does not have to be a book. It can be just one page and still work wonders.