For the remainder of the year I intend to weave some wealth-related content into this blog, because here's what I'm seeing:
We are just eight days away from the end of the second quarter of 2020, so we might as well call this your two minute warning. What you do between now and June 30 - what you complete and what you plan for - is critical. Is your head still in the game? Are you committed to finishing strong?
I KNOW that you can crush the next six months of the year, because so many factors are in your favor. Buyer demand is up 25% from pre-pandemic levels. Rates are expected to remain low - and get even lower - in 2021. People will relocate for jobs. Empty nesters are likely to accelerate their moves, particularly south. As always, homes owned by the dead, the dying, the divorcing, and the broke must be sold regardless of what's happening in the world.
So listen up: the only thing standing between you and what you want to accomplish this year IS you. It's easy to blame Covid, politics, and the economy, but the truth is that the best agents tend to increase their business during times like this, because they earn the market share abandoned by those who furlough themselves.
Here's how to create your half-time report and get your bottom line goal number:
You've got this - so go hit the field and play your best second half!
3. They are responsive, rather than reactive. Because top producers are typically well informed and pay attention to the trends and economics within the industry, they tend to be ahead of the curve and lead their market with innovation and offerings. They'd rather be the first to try something, not the last; when they do they garner attention and set themselves apart from the competition. Their business model reflects what is needed and they remain highly relevant as a result.
4. They remain the highly visible trusted advisor and voice of reason. There's no hiding, no checking out. During challenging times and downturns the public needs reliable information from the local market expert. Now is the time to shine and demonstrate your knowledge and commitment to your market.
5. They focus on the opportunity, rather than the challenge. They'll increase their market share during the tough times, because the part-timers and hobbyists will take themselves out. They leverage their track record, results and case studies, because tough times require expertise. Because they've built their business on a firm foundation, they can get through a few tough months without going broke. Time is used wisely to increase their skills, better connect with their sphere, and modify their model if needed to reflect conditions and needs.
The agent who declares "this is my business and I am the expert my market needs" is the agent who thinks like a top producer and very likely is one - regardless of outside influences and conditions. Your Top Producer status really is an inside job!
Almost every agent loves the opportunity to promote their achievement, and consumers are flooded with these messages on an almost daily basis. “Joe sells more!” “Mary does it again!” - these are things we hear and read consistently. Agents have catapulted themselves into near Superhero status, able to leap - and sell - tall buildings in a single bound.
Agents work hard, and they should be proud of what they do. But let’s be real and let’s be clear - it takes a team of great people to get a home sold, to help buyers achieve their dreams, and to make agents as successful as many are. Are you committed to the success of those who support your business as much as you are committed to your own? Are you singing the praises of those who go above and beyond? You should be!
Every Opportunity I Seek to Create for Myself I Intend to Share With Others…
I wrote this on a piece of plain white copy paper in 2004, and it has been my mantra ever since. I have posted it, shared it, even meditated on it - all because I believe so strongly in what it means. As a rookie agent, I understood that I needed to assemble a team - my clan - of the very best service providers and people around, knowing that their professionalism and high standards would elevate my own. I also knew that I wanted to be the total "go-to" for my clients before, during, and after the sale. The best way to remain top of mind was to be a living, breathing resource for everything someone might want or require, and my list of service providers exceeded 100 different types. Of these, I had my top 10 that I called upon with the most frequency. I sought not only to endorse them, but to also include them in my property preparation, my marketing, my open houses, and my client events. Together, we could pool our resources, cast a wider net, and have more influence. They became my partners.
Interested in ways you can further enhance and leverage your relationships? Consider these ideas:
Your growth and success will occur through and with others. Implement these ideas and you’re likely to create the bonds - and business - that all will benefit from.