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Real Estate Agents Should Do This Before Their Client Showings

Posted by Alexander Fazelani on

There are 2 types of real estate agents: The ones that are prepared and the ones who are not. Unfortunately, many real estate agents are glorified door openers... They go from house to house with no clue about their client’s details or house desires, and no information about the houses they are showing. They spend hours upon hours showing with little to no meaningful results.  

If this agent sounds familiar do not fret. There is one thing that you can do before going on showings that will not only help you close more deals, but make you a better agent. 

That one thing that you need to do is run your comparables. I know it sounds obvious but many agents do not do it and it shows! So, here are 3 reasons why you need to run your comps before showing your buyer. 

Reason #1 - Understand what other houses are active in the area. 

If you are in a cold, warm or hot market it is always good to know at least 3 to 6 other active homes that are on the market similar to the one you are showing. The reason why you want to do this research prior is that in order to win your client's loyalty you need to be an asset. If your client loves the house but prefers a bigger kitchen, it would be beneficial to know in advance what else you can show them. It also helps pinpoint your client's wants vs. their needs. For example, I know of a house with a bigger kitchen however it has a smaller yard. Would that be okay for you? This can help you gauge what they want, what you should show, and help you find the winner faster.

Reason #2- You can identify good deals and bad ones. 

Another benefit of running comps before your showing is you will be able to inform your clients beforehand whether or not the house could be considered a good deal. You will be able to let your clients know what a house similar build down the block went for. You can also let them know if it's under or over-market value. This helps you shine even more so as an asset.

Reason #3 - Identify leverage for negotiations 

Let's say your client likes the property and wants to put in an offer. What if you could let them know what the highest property sold for in the area recently? You can let them know the condition of that property and justify what you think they can get this property for. You can show them what houses are currently under contract. You can also identify if this house is a stale listing or not and justify coming in at a lower price. Even better, you can do this on the spot which will further position you as an expert, and allow your clients to place offers faster.

There are many benefits to running comparables for your buyer clients prior to your showing. If you do so your expertise in your niche areas will grow. You will become an asset to your clients and you will close more deals because of it. 

Do you run the comps before your showings? What other strategies do you use for showings that help lead to more closings? Comment below.

Read more

Real Estate Agents Should Do This Before Their Client Showings

Posted by Alexander Fazelani on

There are 2 types of real estate agents: The ones that are prepared and the ones who are not. Unfortunately, many real estate agents are glorified door openers... They go from house to house with no clue about their client’s details or house desires, and no information about the houses they are showing. They spend hours upon hours showing with little to no meaningful results.  

If this agent sounds familiar do not fret. There is one thing that you can do before going on showings that will not only help you close more deals, but make you a better agent. 

That one thing that you need to do is run your comparables. I know it sounds obvious but many agents do not do it and it shows! So, here are 3 reasons why you need to run your comps before showing your buyer. 

Reason #1 - Understand what other houses are active in the area. 

If you are in a cold, warm or hot market it is always good to know at least 3 to 6 other active homes that are on the market similar to the one you are showing. The reason why you want to do this research prior is that in order to win your client's loyalty you need to be an asset. If your client loves the house but prefers a bigger kitchen, it would be beneficial to know in advance what else you can show them. It also helps pinpoint your client's wants vs. their needs. For example, I know of a house with a bigger kitchen however it has a smaller yard. Would that be okay for you? This can help you gauge what they want, what you should show, and help you find the winner faster.

Reason #2- You can identify good deals and bad ones. 

Another benefit of running comps before your showing is you will be able to inform your clients beforehand whether or not the house could be considered a good deal. You will be able to let your clients know what a house similar build down the block went for. You can also let them know if it's under or over-market value. This helps you shine even more so as an asset.

Reason #3 - Identify leverage for negotiations 

Let's say your client likes the property and wants to put in an offer. What if you could let them know what the highest property sold for in the area recently? You can let them know the condition of that property and justify what you think they can get this property for. You can show them what houses are currently under contract. You can also identify if this house is a stale listing or not and justify coming in at a lower price. Even better, you can do this on the spot which will further position you as an expert, and allow your clients to place offers faster.

There are many benefits to running comparables for your buyer clients prior to your showing. If you do so your expertise in your niche areas will grow. You will become an asset to your clients and you will close more deals because of it. 

Do you run the comps before your showings? What other strategies do you use for showings that help lead to more closings? Comment below.

Read more


4 Habits That Are Killing Your Real Estate Business

Posted by Alexander Fazelani on

(The video above covers 3 Habits, but the written blog post below covers all 4).

Being a real estate agent is not for the faint of heart. You not only grow as a professional, but as a person. You will develop and break habits. Some are good and some are not so good. I’ve witnessed many agents come and go in their pursuit of success and most of them fail due to these 4 habits. 

The 9-5 Mindset  

One awful habit that New agents come into the business with is the 9-5 mindset. In this mindset, your broker is your boss and they will ride you and give you business. For the most part, this is not the case. As a real estate agent, you are running your own business under the liability of a Broker. You are more business partners than you are an employee of your Broker. 

So, if you are stuck in that mindset that “I will only act when someone tells me what to do”, this business is not for you. You have to be disciplined and very self-motivated to make it as a real estate agent. 

Focusing on Busywork and NOT Relationship Building 

As a real estate agent, you wear many hats. I actually made a video on the “4 Time Blocks Every Real Estate Agent Should Have.” In that video I describe something called the “Bronze Time.” This time block is usually set up for paper-pushing and work that isn’t geared towards money-making activities like building up your CRM with new opportunities. The issue with most agents is they become masters of busywork. 

They spend all day liking through Instagram, reviewing documents, putting together postcard templates, developing smart campaigns that they will never use, and creating logos from scratch. That should all be done in your spare time. 

Although some of those activities are going to help in the future they are not going to help you make it as a real estate agent. You need to spend most of your time creating and nurturing relationships.   

Bad Financial Habits 

9 out of 10 real estate agents fail in their first year of real estate. Not because they are stupid or don’t have the ability to learn. It is because they run out of money and have to get a side job that kills their momentum. Real estate is a lifestyle and requires you to deal with a big learning curve. 

Having some financial literacy will go a long way. Too many agents spend their commission checks before they get them. I know agents that close tons of deals but instead of investing, and saving, they decide to buy “doodads” that put their backs against the wall. If they have a couple of bad months that steady job looks pretty good and they say goodbye to their real estate dreams. 

Slacking on the CRM  

Your CRM should be your business hub. This is where your follow-up, automation, and relationships live. If you are not pulling up and updating your CRM on a daily basis you are missing out on tons of opportunities. Relationships are not built through a single contact, they are built over time with multiple contacts. Your Customer Relationship Management (CRM) system will help you do that. 

If you nip these for 4 bad habits in the butt, you have a bright future ahead of yourself in real estate. What are some positive habits you’re working on developing in order to achieve success in your business?

Read more

4 Habits That Are Killing Your Real Estate Business

Posted by Alexander Fazelani on

(The video above covers 3 Habits, but the written blog post below covers all 4).

Being a real estate agent is not for the faint of heart. You not only grow as a professional, but as a person. You will develop and break habits. Some are good and some are not so good. I’ve witnessed many agents come and go in their pursuit of success and most of them fail due to these 4 habits. 

The 9-5 Mindset  

One awful habit that New agents come into the business with is the 9-5 mindset. In this mindset, your broker is your boss and they will ride you and give you business. For the most part, this is not the case. As a real estate agent, you are running your own business under the liability of a Broker. You are more business partners than you are an employee of your Broker. 

So, if you are stuck in that mindset that “I will only act when someone tells me what to do”, this business is not for you. You have to be disciplined and very self-motivated to make it as a real estate agent. 

Focusing on Busywork and NOT Relationship Building 

As a real estate agent, you wear many hats. I actually made a video on the “4 Time Blocks Every Real Estate Agent Should Have.” In that video I describe something called the “Bronze Time.” This time block is usually set up for paper-pushing and work that isn’t geared towards money-making activities like building up your CRM with new opportunities. The issue with most agents is they become masters of busywork. 

They spend all day liking through Instagram, reviewing documents, putting together postcard templates, developing smart campaigns that they will never use, and creating logos from scratch. That should all be done in your spare time. 

Although some of those activities are going to help in the future they are not going to help you make it as a real estate agent. You need to spend most of your time creating and nurturing relationships.   

Bad Financial Habits 

9 out of 10 real estate agents fail in their first year of real estate. Not because they are stupid or don’t have the ability to learn. It is because they run out of money and have to get a side job that kills their momentum. Real estate is a lifestyle and requires you to deal with a big learning curve. 

Having some financial literacy will go a long way. Too many agents spend their commission checks before they get them. I know agents that close tons of deals but instead of investing, and saving, they decide to buy “doodads” that put their backs against the wall. If they have a couple of bad months that steady job looks pretty good and they say goodbye to their real estate dreams. 

Slacking on the CRM  

Your CRM should be your business hub. This is where your follow-up, automation, and relationships live. If you are not pulling up and updating your CRM on a daily basis you are missing out on tons of opportunities. Relationships are not built through a single contact, they are built over time with multiple contacts. Your Customer Relationship Management (CRM) system will help you do that. 

If you nip these for 4 bad habits in the butt, you have a bright future ahead of yourself in real estate. What are some positive habits you’re working on developing in order to achieve success in your business?

Read more


5 Smart Campaigns For Real Estate Agents (CRM Automations)

Posted by Alexander Fazelani on

 

Have you ever been sitting comfortably watching NetFlix and wondered whatever happened to (insert prospects name here) let me give them a call to follow up? You pick up the phone and try to remember their full name. In that call, you get the worst news a realtor could get: 

“Oh, Hey Alex, thanks for checking in… I actually put my home up for sale with (another real estate agent) if you have any buyers please bring them by.” As you fight back tears and the urge to curse them out you politely excuse yourself from the call. How could they do this to you… 

They did that to you because your follow-up game sucks. If you had a follow-up system set in place I can promise you this conversation would have gone a completely different way. In this age of technology creating an automated follow-up strategy is easy. Most modern CRM’s have features that allow smart campaigns where automatic emails and text are sent out on your behalf to “check-in.” It takes one day of just sitting down and creating the flow to have a lifetime of hands-free follow-up. 

What you should put into these smart campaigns is a lesson for another day. However, these are the smart campaigns you should have in your database right now. 

Buyer’s Campaign

This one is geared towards online lead generation. It could be the same for all your online sources such as Zillow, Realtor.com, Homes.com, Make it Rain Program, etc. I personally have a 1000 day follow-up campaign that shoots out texts and emails on my behalf and also reminds me when to make that follow-up call. 


Short Term Seller Campaign

This campaign is geared towards FSBO’s (For Sale By Owners). It is proven statistically that most For Sale By Owners end up listing with an agent after trying for 5 weeks. So, you might want to create a short-term follow-up plan to text, call and email the FSBO at least once a week for 3 months. You should sprinkle in educational and engaging content with each interaction. 


Long Term Seller Campaign

This campaign is geared for Expired Listings and Geo Leads. They usually end up listing in the long term so for this campaign you should have call, text, email, and mailers sent to the individual on a monthly basis.  


Networking Event Campaign

This campaign is the most simple and one of the most powerful campaigns that you will have. If you go to a networking event and meet another real estate professional or a potential client your whole goal is to stay in contact and create a friendship. Your campaign could be just text-based and be as simple as “hey, how's it going?” Real estate is a relationship-based business and the more relationships you nurture the more leads you will get. 


Open House Buyers Campaign

This campaign is literally the same campaign as your buyer campaign. The only difference is your first 3 reach outs because they will be geared towards the prospect coming to your open house. After that, the campaign will be the same as your buyer's campaign. 


If you incorporate these 5 smart automations into your CRM and follow-up plan I guarantee that you will close more deals and develop more meaningful mutually beneficial relationships for your business.

Read more

5 Smart Campaigns For Real Estate Agents (CRM Automations)

Posted by Alexander Fazelani on

 

Have you ever been sitting comfortably watching NetFlix and wondered whatever happened to (insert prospects name here) let me give them a call to follow up? You pick up the phone and try to remember their full name. In that call, you get the worst news a realtor could get: 

“Oh, Hey Alex, thanks for checking in… I actually put my home up for sale with (another real estate agent) if you have any buyers please bring them by.” As you fight back tears and the urge to curse them out you politely excuse yourself from the call. How could they do this to you… 

They did that to you because your follow-up game sucks. If you had a follow-up system set in place I can promise you this conversation would have gone a completely different way. In this age of technology creating an automated follow-up strategy is easy. Most modern CRM’s have features that allow smart campaigns where automatic emails and text are sent out on your behalf to “check-in.” It takes one day of just sitting down and creating the flow to have a lifetime of hands-free follow-up. 

What you should put into these smart campaigns is a lesson for another day. However, these are the smart campaigns you should have in your database right now. 

Buyer’s Campaign

This one is geared towards online lead generation. It could be the same for all your online sources such as Zillow, Realtor.com, Homes.com, Make it Rain Program, etc. I personally have a 1000 day follow-up campaign that shoots out texts and emails on my behalf and also reminds me when to make that follow-up call. 


Short Term Seller Campaign

This campaign is geared towards FSBO’s (For Sale By Owners). It is proven statistically that most For Sale By Owners end up listing with an agent after trying for 5 weeks. So, you might want to create a short-term follow-up plan to text, call and email the FSBO at least once a week for 3 months. You should sprinkle in educational and engaging content with each interaction. 


Long Term Seller Campaign

This campaign is geared for Expired Listings and Geo Leads. They usually end up listing in the long term so for this campaign you should have call, text, email, and mailers sent to the individual on a monthly basis.  


Networking Event Campaign

This campaign is the most simple and one of the most powerful campaigns that you will have. If you go to a networking event and meet another real estate professional or a potential client your whole goal is to stay in contact and create a friendship. Your campaign could be just text-based and be as simple as “hey, how's it going?” Real estate is a relationship-based business and the more relationships you nurture the more leads you will get. 


Open House Buyers Campaign

This campaign is literally the same campaign as your buyer campaign. The only difference is your first 3 reach outs because they will be geared towards the prospect coming to your open house. After that, the campaign will be the same as your buyer's campaign. 


If you incorporate these 5 smart automations into your CRM and follow-up plan I guarantee that you will close more deals and develop more meaningful mutually beneficial relationships for your business.

Read more


The 1,2,3 Strategy for Real Estate Follow Up

Posted by Alexander Fazelani on

I bet you've heard it a million times: fortune is in the follow-up, right? There has never been a statement more true, and the fact is, most Agents don't have a lead generation problem – they have lead retention and nurturing problem. There is a simple strategy that you can use that will help you follow up more effectively and help convert more leads into clients. 

The method that we're going to be using is called the 1, 2, 3 strategy. This strategy is comprised of three different contact methods: calling, texting, and emailing. If you don't get an email from the prospect, just call and text until you get an email.  

THE ONE

The One in the 1 2 3 strategy takes place during the first week when a lead comes in. You're going to focus on trying to get in contact with the prospect via call, text, email every other day. Our goal is to first get in contact with the prospect. We all know that sometimes people don't answer their phones the first time around. 

THE TWO

The Two in the 1 2 3 strategy is for the prospects that you were unable to make contact with within the first week. We are now going to follow up by call, text, and email every week for two months. That is a total of 24 attempted contacts during "The Two".

THE THREE 

The Three in the 1 2 3 strategy is solely for the long-term follow up. The game plan in this phase requires that you reach out to your un-successfully contacted prospects every three months, for the next three years, and then trust me, if they haven't answered by then you tried your best. 

That's the 1 2 3 Strategy in a nutshell. If you follow this, I guarantee you're going to get more contacts, develop more relationships, and actually give yourself a fighting chance when getting in contact with clients, especially if you're an Agent purchasing leads from online sources like Facebook Ad’s, Realtor.com, Zillow Premier Agent, and Google Pay Per Click. 

Is there a CRM you use to help you with your follow up strategy? Share in the comments below.

Read more

The 1,2,3 Strategy for Real Estate Follow Up

Posted by Alexander Fazelani on

I bet you've heard it a million times: fortune is in the follow-up, right? There has never been a statement more true, and the fact is, most Agents don't have a lead generation problem – they have lead retention and nurturing problem. There is a simple strategy that you can use that will help you follow up more effectively and help convert more leads into clients. 

The method that we're going to be using is called the 1, 2, 3 strategy. This strategy is comprised of three different contact methods: calling, texting, and emailing. If you don't get an email from the prospect, just call and text until you get an email.  

THE ONE

The One in the 1 2 3 strategy takes place during the first week when a lead comes in. You're going to focus on trying to get in contact with the prospect via call, text, email every other day. Our goal is to first get in contact with the prospect. We all know that sometimes people don't answer their phones the first time around. 

THE TWO

The Two in the 1 2 3 strategy is for the prospects that you were unable to make contact with within the first week. We are now going to follow up by call, text, and email every week for two months. That is a total of 24 attempted contacts during "The Two".

THE THREE 

The Three in the 1 2 3 strategy is solely for the long-term follow up. The game plan in this phase requires that you reach out to your un-successfully contacted prospects every three months, for the next three years, and then trust me, if they haven't answered by then you tried your best. 

That's the 1 2 3 Strategy in a nutshell. If you follow this, I guarantee you're going to get more contacts, develop more relationships, and actually give yourself a fighting chance when getting in contact with clients, especially if you're an Agent purchasing leads from online sources like Facebook Ad’s, Realtor.com, Zillow Premier Agent, and Google Pay Per Click. 

Is there a CRM you use to help you with your follow up strategy? Share in the comments below.

Read more


4 Time Blocking Musts For Real Estate Agents

Posted by Alexander Fazelani on

Let’s put your time management to the test: Pull up your Google Calendar and let me know what you are doing next Wednesday at 2:00pm? If you have no idea or your calendar is empty don’t worry, you are not alone. Many agents have no idea how to schedule their day as a real estate entrepreneur. Unfortunately, many agents “major in minor things” and focus a majority of their energy on the dreaded “busy work.” 

Here are 4 Time Blocks That Most Top Producing Agents Have In Their Schedule.   

Platinum Hours - 2 Hours of Active Prospecting 

Every Top Producer carves out a minimum of 2 hours a day to reach out to new potential clients. Whether it be FSBO, Expires, Geo Leads, Doorknocking, Inbound Online Leads, etc. The keyword here is minimum. Eventually, you want to spend the majority of your time turning new prospects into clients. 

Gold Hours - 30 Minutes to an 1 Hour for Follow Up

Another key area to focus on is your follow-up time. During this time you are reaching out to people you have spoken to before. This time is carved out for past clients, your sphere of influence, and prospects looking to sell or buy in the future. This time block is just as important as your platinum hours.

Silver Hours - 30 Minutes to 1 Hour for Managing your CRM

You’ve made your calls now it’s time to add contacts, add notes, and place prospects on property matches. Yes, it can be tedious, however once they are in your CRM your automations will help make following up that much easier. 

Bronze Hours - 1 to 2 Hours of Administrative Duties 

This time block is where most low-producing agents spend a majority of their time. This is that time block where you focus on that dreaded paperwork, uploading videos, sprucing up your website, following up with attorneys, scheduling showings etc. These duties should be the first thing that you outsource once you start closing deals. 

The reason time blocking is so important is that it gives you flexibility, and allows you to better categorize your activities. For example, let’s say you need to meet a potential client and they want to schedule an appointment with you. Where would you slot them into your calendar? Your bronze time or your platinum time? 

The answer is simple: your platinum and gold time are non-negotiable while doing admin duties are lower on the list of importance. If you follow these 4 time blocks you will start setting yourself up for many more productive days. So, let’s dust off your Google Calendar and start getting to work. 

Read more

4 Time Blocking Musts For Real Estate Agents

Posted by Alexander Fazelani on

Let’s put your time management to the test: Pull up your Google Calendar and let me know what you are doing next Wednesday at 2:00pm? If you have no idea or your calendar is empty don’t worry, you are not alone. Many agents have no idea how to schedule their day as a real estate entrepreneur. Unfortunately, many agents “major in minor things” and focus a majority of their energy on the dreaded “busy work.” 

Here are 4 Time Blocks That Most Top Producing Agents Have In Their Schedule.   

Platinum Hours - 2 Hours of Active Prospecting 

Every Top Producer carves out a minimum of 2 hours a day to reach out to new potential clients. Whether it be FSBO, Expires, Geo Leads, Doorknocking, Inbound Online Leads, etc. The keyword here is minimum. Eventually, you want to spend the majority of your time turning new prospects into clients. 

Gold Hours - 30 Minutes to an 1 Hour for Follow Up

Another key area to focus on is your follow-up time. During this time you are reaching out to people you have spoken to before. This time is carved out for past clients, your sphere of influence, and prospects looking to sell or buy in the future. This time block is just as important as your platinum hours.

Silver Hours - 30 Minutes to 1 Hour for Managing your CRM

You’ve made your calls now it’s time to add contacts, add notes, and place prospects on property matches. Yes, it can be tedious, however once they are in your CRM your automations will help make following up that much easier. 

Bronze Hours - 1 to 2 Hours of Administrative Duties 

This time block is where most low-producing agents spend a majority of their time. This is that time block where you focus on that dreaded paperwork, uploading videos, sprucing up your website, following up with attorneys, scheduling showings etc. These duties should be the first thing that you outsource once you start closing deals. 

The reason time blocking is so important is that it gives you flexibility, and allows you to better categorize your activities. For example, let’s say you need to meet a potential client and they want to schedule an appointment with you. Where would you slot them into your calendar? Your bronze time or your platinum time? 

The answer is simple: your platinum and gold time are non-negotiable while doing admin duties are lower on the list of importance. If you follow these 4 time blocks you will start setting yourself up for many more productive days. So, let’s dust off your Google Calendar and start getting to work. 

Read more