I’ll know I’ve made it in the world when I have an introduction from Tom Bilyeu. If you’re not aware of who he is, stop reading and head over to Impact Theory. His vlog/podcast/show is absolutely phenomenal and you can’t NOT get FIRED UP when you watch it. I was SO pumped to be able to see him live. It’s hard to see how much passion shines through, just from the few short video clips I got, but he is even more
He talked about “Extreme Ownership” and the idea that your life is an exact reflection of the choices you make. The only belief that really matters is that you can learn anything.
When you’re faced with issues you can b*tch about it, or you can deal with the world (and your problems) the way that it is, not the way you want it to be.
If you’ve been in real estate for a few weeks, a few years, or a few decades, there’s a high probability you’ve heard the word “disruptor” when referring to many of the new companies [and industries] that are entering the real estate marketplace.
The other thing he focused on was success. What you’re struggling for isn’t money, fame, or recognition. Success is simply neurochemistry. Success is how you feel about yourself, when you are by yourself. Let that one sink in.
For a full look at Day 4 at the Success Summit, check out our YouTube page.
Stay tuned for more info & content from my time in Anaheim. Until then, let’s keep in touch on social media.
Coldwell Banker United, REALTORS® – Metropolitan
Katie Day, REALTOR®, The MOVEMETOTX Team
2 Greenway Plaza #150 Houston, TX 77046
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FOLLOW US ON SOCIAL MEDIA:
Home Buying Series: bit.ly/movemetotxbuy
Home Selling Series: bit.ly/movemetotxsell
Facebook: facebook.com/movemetotx
Instagram: instagram.com/movemetotx
Twitter: twitter.com/movemetotx
Website: movemetotx.com
I remember when I first started in Real Estate, someone asked me if I had a farm. I had absolutely NO idea what they were talking about, so I smiled said yes, then prayed they didn’t ask me for more details.
What I later learned was that a “farm” refers to a geographic area in which you cultivate and grow (haha) business by being “top of mind”. What that used to mean would be door knocking, handing out flyers, and sending out mailers. And, while those things are still done today, it’s now also a task that leverages technology.
I was fortunate to attend a jam-packed panel with Andy Tse, Glennda Baker, and Mary Maloney, three top agents from across the country.
When you’re building a farm… stay tuned in to the following things:
Budget – Keep marketing spend low at first. Be cautious of spend & return. Ideally, start with a budget and decide what you’re willing to invest.
Strategy – Don’t always do what everyone else is doing.
It’s ALL Numbers – Understand your numbers (how many homes and sales there are and have them broken down by price points) and addressable market (is there a dominant agent?)
Frequency – You should touch 2x – 3x per month at first.
Get involved – How can you get more involved in the community?
Knowledge – Know the sales, the off market homes, what’s hit the market… and how that would impact your clients buying & selling in the market. Know the schools, parks, good streets, bad streets, who lives where… know it all!
Then… once you’ve got a farm, what do you do?
Mega-Open Houses – You also need ALL the signs.
Mailers – Build a story.
Annual Success Piece – Let’s brag a little!
Market Updates – Show off your knowledge.
Culture – Help people understand who you are.
This is just a small portion to help you get started with your farm. For a full look at Day 3 at the Success Summit, check out our YouTube page.
Stay tuned for more info & content from my time in Anaheim. Until then, let’s keep in touch on social media.
Coldwell Banker United, REALTORS® – Metropolitan
Katie Day, REALTOR®, The MOVEMETOTX Team
2 Greenway Plaza #150 Houston, TX 77046
———————————————-
FOLLOW US ON SOCIAL MEDIA:
Home Buying Series: bit.ly/movemetotxbuy
Home Selling Series: bit.ly/movemetotxsell
Facebook: facebook.com/movemetotx
Instagram: instagram.com/movemetotx
Twitter: twitter.com/movemetotx
Website: movemetotx.com
We were fortunate to hear Chris Voss speak. He is currently CEO & Founder of the Black Swan Group, but he was a former FBI Hostage Negotiator. When approaching a negotiation, always think about what it is to the other side.
Most people know that a first impression is formed in the first SEVEN seconds of meeting someone new. You have a very short window of time to establish trust & confidence. In real estate, trust = predictability. What can you do to make your client’s experience more predictable? Think how you can better explain how the transaction works by being proactive rather than reactive.
He also discussed how you should embrace awkwardness. If you aren’t feeling awkward when you’re learning something, you’re moving at too slow of a pace. It takes 63-64 reps to make a habit, so hang in there through the awkwardness.
For a full look at Day 2 at the Success Summit, check out our YouTube page.
Stay tuned for more info & content from my time in Anaheim. Until then, let’s keep in touch on social media.
Coldwell Banker United, REALTORS® – Metropolitan
Katie Day, REALTOR®, The MOVEMETOTX Team
2 Greenway Plaza #150 Houston, TX 77046
———————————————-
FOLLOW US ON SOCIAL MEDIA:
Home Buying Series: bit.ly/movemetotxbuy
Home Selling Series: bit.ly/movemetotxsell
Facebook: facebook.com/movemetotx
Instagram: instagram.com/movemetotx
Twitter: twitter.com/movemetotx
Website: movemetotx.com
Positioning is basically why someone chooses you over someone else? Four of Five people search for their Real Estate agent on Google. Customers value benefits over features. How can you appeal to their emotions, logic, and psychology. What can you do to better position yourself in the market? A few ideas:
Make a unique offer, a promise, or a claim.
Totally dominate a niche – What type of transaction are you known for? You do not make a fortune being a generalist.
Clearly articulate who you are for, and therefore, who are you & your services are not for. You can’t meet the needs of everyone.
Create a story brand.
Create an “only” statement, or be the “first to market”
For a full look at Day 2 at the Success Summit, check out our YouTube page.
Stay tuned for more info & content from my time in Anaheim. Until then, let’s keep in touch on social media.
Coldwell Banker United, REALTORS® – Metropolitan
Katie Day, REALTOR®, The MOVEMETOTX Team
2 Greenway Plaza #150 Houston, TX 77046
———————————————-
FOLLOW US ON SOCIAL MEDIA:
Home Buying Series: bit.ly/movemetotxbuy
Home Selling Series: bit.ly/movemetotxsell
Facebook: facebook.com/movemetotx
Instagram: instagram.com/movemetotx
Twitter: twitter.com/movemetotx
Website: movemetotx.com
Tom Ferry’s Formula for your content and marketing: Frequency creates Familiarity, Authenticity, and Relevancy — which creates Trust!
Some ideas for building a referral base:
Create your own video show
Interview local business owners
Showcase “Behind the Scenes”
Neighborhood Tours
Be Authentic – what do you do outside of work?
Mail CMA’s to all of your clients at least 2x/year
Grow your base through Influencers (that you know)
Partner with local businesses to educate their employees
Multipurpose every show – blog, podcast, quote cards, clips for social
Put everything on a content calendar
Create (or join) a networking group
Host client events
Create (or join) a mastermind
Meet with 3-5 clients/past clients Every. Single. Week.
“Surprise and Delight” your clients
Grow your agent database
Send out Quarterly Direct Mails
Call & Ask!
For a full look at Day 1 at the Success Summit, check out our YouTube page.
Stay tuned for more info & content from my time in Anaheim. Until then, let’s keep in touch on social media.
Coldwell Banker United, REALTORS® – Metropolitan
Katie Day, REALTOR®, The MOVEMETOTX Team
2 Greenway Plaza #150 Houston, TX 77046
———————————————-
FOLLOW US ON SOCIAL MEDIA:
Home Buying Series: bit.ly/movemetotxbuy
Home Selling Series: bit.ly/movemetotxsell
Facebook: facebook.com/movemetotx
Instagram: instagram.com/movemetotx
Twitter: twitter.com/movemetotx
Website: movemetotx.com
I spent last week in Anaheim at the Tom Ferry Success Summit. The week was jam packed with great speakers, networking events, breakout sessions, and fun! I wanted to outline a few of my “major takeaways” to share with my agent & broker friends.
If you’ve been in real estate for a few weeks, a few years, or a few decades, there’s a high probability you’ve heard the word “disruptor” when referring to many of the new companies that are entering the real estate marketplace. One of the key items we reviewed were:
The Top 8 Ways to Become “Un-Disruptable”
Take Responsibility – this is MY business!
StockpileCash – stop spending money on dumb $hit! Know your average cost per transaction & your most profitable transaction. Force your savings for both savings & taxes (make it happen)
My Business is a math equation – have more conversations. Review your numbers, and understand HOW many conversations and appointments actually result in sales.
Run a Tech Enabled Service – how can you better automate your business?
Build the Marketing Parthenon – add more lead sources
Position Yourself as the Agent of Trust – be the authority
Up Your Game on Experience & Conversion – what can you do to surprise & delight your customers?
A Team Outproduces an Individual – if a “team” isn’t your thing, add admin support. Spend your time on money making activities.
For a full look at Day 1 at the Success Summit, check out our YouTube page.
Stay tuned for more info & content from my time in Anaheim. Until then, let’s keep in touch on social media.
Coldwell Banker United, REALTORS® – Metropolitan
Katie Day, REALTOR®, The MOVEMETOTX Team
2 Greenway Plaza #150 Houston, TX 77046
———————————————-
FOLLOW US ON SOCIAL MEDIA:
Home Buying Series: bit.ly/movemetotxbuy
Home Selling Series: bit.ly/movemetotxsell
Facebook: facebook.com/movemetotx
Instagram: instagram.com/movemetotx
Twitter: twitter.com/movemetotx
Website: movemetotx.com
After reviewing 10,000 hours of top coaching clients, the consistent activities of top producing agents (this really could be for any business), these four items kept coming up:
My Business Intelligence vs. The Market: Analyze your numbers! For example: how many listings do you have, how many buyers, your appointments, and conversations. Then… compare this to your industry averages!
Check in with Your Personal Motivation: Who are you working for? Why are you doing this? What are you working toward?
Consistency. Marketing, Content, and Lead Generation should always be CONSISTENT.
Work on the People & The Systems: improve your culture, get more strategic, and USE technology to make things smooth & systematic!
Check out the Tom Ferry Show from 08/20 for more details on some of these disciplines! You might even see a fun special guest! 😉
Stay tuned for more info & content from my time in Anaheim. Until then, let’s keep in touch on social media.
Coldwell Banker United, REALTORS® – Metropolitan
Katie Day, REALTOR®, The MOVEMETOTX Team
2 Greenway Plaza #150 Houston, TX 77046
———————————————-
FOLLOW US ON SOCIAL MEDIA:
Home Buying Series: bit.ly/movemetotxbuy
Home Selling Series: bit.ly/movemetotxsell
Facebook: facebook.com/movemetotx
Instagram: instagram.com/movemetotx
Twitter: twitter.com/movemetotx
Website: movemetotx.com
Choosing a brokerage can be tough… but we’d like to provide you with a few things to think about (and ask) when interviewing brokers! The foundation of your real estate career is very important, so training and development are key. But, I think the biggest thing is finding the right culture — whether that be a team, a mentor, or an office — finding a place where you feel comfortable and your core values align.
We’ve broken the “key” questions down into a few categories:
Culture
What is the company culture like here?
Would it be possible to get a tour of the office and meet some agents?
Can I sit in on an upcoming training session or team meeting?
Do you have weekly/bi-weekly/monthly team meetings?
Training/Mentorship
Is there a cost associated with new agent training? Is this mandatory?
What forms of on-going training and continuing education do you provide?
Do you provide any formal mentorship program?
Am I able to shadow a more experienced agent?
Marketing
What marketing materials are available? Do you offer business cards or any other company-paid advertising/marketing materials?
Do I receive leads?
Can I “brand” myself and my business? If so, how?
Where does the brokerage currently advertise?
Office
How many agents work at this brokerage?
Does this brokerage have part time and full time agents?
Do you provide an independent contractor agreement?
What kind of administrative support can I expect from the brokerage?
At what times do I have access to the office?
Does this brokerage deal in residential real estate? Commercial? Tenant/Rental?
Will I be able to do open houses for other agents?
What are the brokerage’s short term goals? Long term goals?
Do you have a office/phone time requirement?
Money!
What costs will I incur?
What are the commission splits?
What commission split would I start at?
Do you have desk fees?
Are there franchise fees?
Do you offer “caps”?
Do I have to pay for my yard signs? Lockboxes? Sign Riders? MLS dues?
Do I earn a bonus or any commission for referring another agent to XYZ Brokerage?
If you’re thinking about starting a career in real estate [especially in Houston, TX] and have questions, shoot me a DM on Instagram, or an e-mail!
Man… What a day! Had a 19 Hour Day [door to door]… headed up to Chicago for a Tom Ferry seminar with Coldwell Banker Real Estate LLC! Post-GenBlue in Vegas, I saw a post on Ayoub Rabah’s Instagram promoting a Coldwell Banker Chicago event with Tom Ferry. I commented “Got any extra seats? 😉” — and when I actually got a response back of “It’s Open, come on up!” I laughed it off… then actually thought about it!
Booked a flight up to Chicago (for the day) and set office meetings with some local agents! I love working with a company that has a local presence and global reach. The opportunity to network with like-minded agents in other markets is invaluable! Meeting with local agents in their markets is helpful for many reasons – to understand local market intricacies, to mastermind around marketing campaigns, and to develop referral relationships with top-notch agents across the country.
After stopping in at the Coldwell Banker Gold Coast Global Luxury office, we headed to the United Center for the main event – a Tom Ferry seminar! The focus was surrounding “Business Building Truths” and key takeaways from 32,000+ hours of Tom Ferry Coaching.
“What got you here won’t get you there.”
His seminar started with the task of agents taking a hard look at their business, and the question of How did YOU Build Your Business? The story of the “Three Little REALTORS®” comes in to play… did you build it on a foundation of straw, sticks, or bricks? (Or a combination of the three). Admittedly, if I were to look back on the start of my business, it was probably built on a foundation of straw and sticks. No operational excellence, no systems, no measurable statistics or goals. While I knew I wasn’t going to let anyone outwork me, I wasn’t really sure what I was creating, and it definitely wasn’t repeatable or scalable.
The main focus of the day was “This is My Business” and taking a look at the different ways we should take a deeper level of responsibility for the business that we conduct each day.
Are You Living Paycheck to Paycheck? Money in, Money Out….
We took a look at some ways to build wealth, rather than living commission to commission and reducing the “roller coaster” of business (ups and downs) that so many agents seem to fall into.
While 5% of people can be categorized as “Generational Wealth” (ie: $10M+ net worth), and about 15% could be considered “Wealthy” (ie: $3M+ net worth), the scary stat is the remaining ~80% are “BROKE” — relying on the government, their family or must work to live.
We dove deeper into the idea of having an operations account, personal account, and investment account (You can see more on Tom Ferry’s YouTube Page), and the idea of working because you want to, not because you need to. Once you’ve divided out your expenses and truly understand where you’re spending money, you’re able to demand a better ROI and also adjust marketing/spending when the market shifts.
The Top Five Takeaways from the day:
Live off less – stop buying D.S! (Dumb Shit)
Pretty self explanatory. Do you really need that “Chicago” coffee mug from Starbucks?
Track and measure your dollars rigorously! Demand a better ROI! What can be measured can be managed. Knowing what is successful (and what is not) will allow you to make better decisions than spending a ton of money on a lot of different lead sources that may or may not be profitable.
Create a better relationship with your bank(er)! I’ve always said it’s a lot easier to make money when you already have it, and the same applies for lines of credit, loans, etc.
Focus on generating more revenues! Most business coaches and brokers are proponents of having multiple lead sources and streams of income. The entire “don’t put your eggs in one basket” approach.
10+doors! Invest, Invest, Invest!
Watch a snapshot of our experience (and some #TomFerry knowledge) here:
If you’re looking to move in the Greater Houston area or thinking about getting into real estate, please reach out! I’d love to chat.
Coldwell Banker United, REALTORS® – Metropolitan
Katie Day, REALTOR®
2 Greenway Plaza #150 Houston, TX 77046
movemetotx 