If you are going to achieve your goals, it will be the result of the activities and habits you practice daily. After years of observing some of the best agents and team leaders in the business, I’ve noticed a trend in their daily routines.
The most productive agents find a few activities that are the basis of their success. The following habits will help you achieve your own real estate goals.
Call at at least 2 people in your sphere of influence every day
Consistent communication with people who already know. loving and trusting you is the cornerstone of business growth. These calls must be recordings and do not have to be real estate-related. Ask them how they are doing or ask about their family, work, or areas of their life that are important to them. Real estate will come if they are considering making a change, but the purpose of these calls is simply to stay ahead and deepen the relationship.
The deeper the relationships with people in your sphere of influence, the bigger your business will grow.
To send 1 unsolicited CMA video every daythere
I believe there’s nothing better you can do to add value to owners right now than sending them personalized, unsolicited video CMAs. These CMAs are a great way to provide owners with timely and valuable information in a way that sets you apart from other realtors looking for listings.
I did one daily for the last three months I was in sales before moving into my current role. In the 72 days I worked for those three months, I completed 72 unsolicited CMAs for past buyers, people who told me they might sell in the next few years, friends who owned homes, homeowners I’ve met at open houses, and a few homeowners I’ve spoken with in my farming area. The results were that I listed over $11 million homes in less than six months, straight from those 72 video CMAs.
I used BombBomb to record my screen, but you can use Zoom or another screen recording technology. I was in the corner image area of the screen and had three tabs that I would use for video. The first was Google Earth with the subject’s home address typed into the search bar. Once the video started, I pressed enter and Google Earth started from outer space and zoomed in on the house in question. This caught the owner’s attention and led to an extremely high watch rate.
After the initial hello and letting them know that the following would be a snapshot of their home’s value, I would then open the second tab which showed homes like theirs that were currently for sale, under contract, or recently sold.
I would then give them a value range and say, “I’m giving you a value range since I haven’t been to your house recently to see if you’ve made any improvements. If you are curious about what your home would sell for, it would take me five minutes to skim through and tell you exactly what it would sell for in the current market environment.
The last tab I spotted was an Estimated Seller Net Sheet. This sheet shared the estimated selling price (in the middle of the range I provided) as well as our typical seller closing costs in our marketplace.
I’ll end the video by saying, “Hope you’re doing well and this gives you a better idea of how much your home has added value lately.” Let me know if you would like an updated version of this anytime in the future or if I can be of any help to you in any way.
The success of this strategy comes from the fact that they are not asking if they want to list their home, but rather coming from a place that offers value in a unique way.
Post on social media at least once a day
Consistency is key when it comes to social media. A consistent timeline or cadence for your content is crucial to seeing business growth through the use of social media.
One of the most effective ways to find consistency is to have a theme for each day’s posts. For example, Motivation Monday where you post inspirational quotes or stories. Advice Tuesday, where you give advice on buying or selling a home. Wednesday could be “what I love about our community”. Thursday can be a day when you highlight a specific local business or Friday can be the preferred day of Friday when you highlight your favorite house currently for sale.
Either way for you, if you’re looking for success through social media, consistency creates customers.
Add people to your database daily
A growing database is a healthy database. Each time you add someone to your database, you have another person who will receive your newsletters, property updates and market trend updates. Not only have you expanded your ability to help the person you added to your database, but they have also become another person who can recommend a friend or family member to you.
The recipe for systematic business growth is to add people to your database and constantly add value to the people in your database. If you do these two steps correctly, everything else will happen on its own.
Send handwritten thank you notes daily
What we focus on grows. If you focus on saying thank you every day, you’ll find more opportunities to be grateful. Not only is it the right thing to do, but it can transform your outlook on your business and your life in general. Saying thank you activates the law of reciprocity, which says that when people receive something, they are inclined to reciprocate.
This return of favor can come in the form of a personal matter or refer someone to you. When you come from a place of gratitude and put it out into the world, you will be overwhelmed with the amount of appreciation that will be returned to you.
Call 2 or more people on your next 10 list every day
Having a list of who you think will be your next ten ads, your next ten buyers, and who will likely send you the next 10 referrals you receive is extremely valuable. I kept this list on a whiteboard on the wall in my office, to make sure none of these opportunities got lost in the mess.
I kept the client’s name, phone number, what he was looking for or the house he owned, and the last time I spoke with him on the whiteboard. Every day, I looked at this list to make sure their needs remained a priority. I also looked to see the last time I spoke with them. I wanted to make sure I spoke to them at least every two weeks.
This list helped me stay focused on the best business opportunities I had. It also forced me to have constant communication with this valuable group of customers. By calling at least two of the people on these lists every day, your business can only grow.
Start your day off right
If you don’t win in the morning, it’s very difficult to win in the day. Develop a morning routine that empowers you to win your day. A day that starts with gratitude, quiet time, mental growth, physical exercise, and whole food for fuel is the recipe for an incredibly impactful day.
Set the tone for your day right from the start. Prepare yourself physically, mentally and spiritually to perform at your best. You can’t expect to give your best to others if you haven’t prepared yourself to do your best. Have your best possible day by having your best possible morning. Create the habit of optimizing your morning and you’ll be amazed at how much more efficient you’ll become.
Someone is going to have their best year in 2022. Why not you? Creating habits that move your business and your life forward could make this year your breakthrough.