Monday, August 29, 2016
A Message from Gary Keller for Real Estate Agents on the Shift Sept. 2016
1. Lower your expenses every month for the next nine months. Make it a game and acknowledge and reward those who help. Reducing is not a one time event. You review everything every month from now til next march. You'll be surprised at what you miss each time and how once you drop something, you then realize the next month you can drop it even lower... 2. Double your lead generation efforts. Sit down with your plans and make strategic decisions right now and execute quickly. Be lean, mean and move fast. 3. Triple your focus on lead conversion to appointments. Again, sit down with your plans and make strategic decisions right now and execute quickly. The battle will be for the truly motivated buyers and sellers and there will be a fight for them. Win that fight. 4. Increase talent recruiting effort. There is a lag between when the market drops and when agents drop out! You will notice for the rest of the year that the people entering the business won't sinc up with the market slowing down. Why? Because people have already committed to getting into the business and so they just continue on that path. you'll see the slow down on new people getting in start to show up towards the end of the year or by the first of next year. So, you hit it doubly hard right now and stock up for the winter with the right people. I'd guess that 70% of the agents currently have never seen a shift down and don't know what it looks like. It's an opportunity for you to pass out the "shift" book and start the dialogue early. Trust me, you will look really really really really smart to them over the course of the next year. 5. Increase training effort. You think you're doing all you can do, but then the market shifts and you realize there is more to do. Just quadruple what you've been doing. Not kidding. Just load up on it and watch what happens. You teach lead gen, lead conversion, pricing-marketing-price reductions on listings, customer service and follow-up. You have work sessions with your team, get everyone into bold,.etc..... 6. Be very visible and communicative. Let them see you and know you're working your tails off and you expect them to do the same. You're already doing it, but you now want them to really see you working. This is an opportunity. Won't seem like it, but it is. You watch. You get way out in front on this with tons of energy and on the back side of this you will see new heights you weren't sure how you'd get to. Shifts make this possible. It just hurts in the interim! I'll see you at the top! Onward.... Gary Lisa Ekanger Your Hometown Realtor!
Posted by Lisa Ekanger at 12:21 PM