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10 Biggest Agent Regrets & How To Avoid Them (2) Jan 18, 2022

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Today's podcast is PART 2 of 10 Biggest Agent Regrets & How To Avoid Them.

4 - Health and fitness fails. How long are you going to wait to get in shape? Does it take a health scare to get you into action? 78% of patients hospitalized with Covid are overweight. Most who die had cardiovascular disease or hypertension before they got C19. Start today to turn that ship around. Working out at OrangeTheory, CrossFit, Zumba, etc, is not just good for you but will grow your business. Learn the F-O-R-D script!

- When you're working out, make a point to build your center of influence, to make new friends, and to become more and more confident talking about real estate. The F-O-R-D stands for the talking points which form your conversations. Family, occupation, recreation, and dreams. Everyone has those and talking about occupation opens the door for you to let everyone know what you do.

Reminder, you promised yourself you would become a HARRIS Coaching client. You are done wasting time and ready to follow a proven path. Now, while you are here make the next natural step and join the 1000s of other agents as a HARRIS Real Estate University coaching member. No more waiting or procrastinating. Join now. Here is the quick and simple enrollment.—-> YES, Enroll Me Now In Premier Coaching. I WILL make NOW my best year ever! https://timandjulieharris.com/real-estate-coaching-programs/premier-coaching.html

5 - Relying on the Three B’s of BS for your success. Building a team, buying a business, and building your brand. None of these is related to your success. None of them are required for your success. Stop looking for external reasons and take ownership of your trajectory. Learn to pro-actively lead generate, or you will never be in control of your potential!

Building a team: When you've learned how to be a powerful listing agent, one who knows how to find, prequalify, present, list and sell listings, you can refer your buyer business to a buyer partner. Keep two or three buyers in your own pipeline, but these will be listing clients who are buying with you, repeat clients or quality referrals.

Question….did you download your fill-in-the-blank business and life plan yet?

If not, no worries. We have done the hard work for you. Download your 2022 REAL ESTATE TREASURE MAP! Text HARRIS to 47372. It’s that simple and takes 3 seconds. Text HARRIS to 47372 and when you do we will instantly text you back with a link to download. BONUS: For a limited time when you text HARRIS to 47372 you will also receive a Coaching Call!

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10 Biggest Real Estate Agent Regrets & How To Avoid Them (1) Jan 17, 2022

Show notes

10 Biggest Agent Regrets

1 - Being BUSY versus being PRODUCTIVE. Knowing what leads to your actual profit versus practicing ‘work theatre’. Memorize this simple list of income producing activities and don't waiver from it.

Lead Generation / Furiously fast lead follow up / Prequalifying / Presenting / Negotiating / Closing / lather…rinse…repeat! If you're doing something today which is not on this list, you're probably busy but not productive.

Many of your daily activities may seem like they are productive, but instead

you're practicing 'work theater', doing things which are not predictable or duplicatable, and worse yet, probably are costing you both time and money.

Things like:

- Posting any social media that doesn't have to do with promoting your listings, client testimonials, searching for off market homes for your buyers or other posts related to your pro-active list from above.

- Any activity starting with the word tweeking, trying or testing.

- Following any 'coaching' or advice from anyone who isn't qualified to do so.

2 - Not showing overt gratitude to those who matter most. Someone once wrote about a gentleman they encountered at a graveyard, who was placing flowers on his deceased wife’s grave. He said, ‘every day since she passed away I’ve come here to bring her these flowers…I should have done that long ago…she really would’ve loved that.’ Don’t wait until it’s too late.

- Keep a gratitude journal.

- Write five thank you cards or 'thinking of you' cards daily. Use social media to inform you of who is having a significant event in their lives and recognize them for it.

3 - Spending too much time ‘getting ready to get started’, and staying in unconscious incompetence perpetually. This is a result of analysis paralysis, following the wrong ‘guru’, not being your own ‘guru’, lack of exposure to success, or possibly just laziness. All of these things are curable but you must be proactive.

- Remember the plane taking off analogy. Most of the fuel is spent during take-off. If you keep taking off and re-landing the plane, you'll never achieve cruising altitude!

- You don't have to know all of the steps, just take the first one. Maybe you don't yet know how to present your pre-listing package, but you know you need one. Get it done, listen to the coaching calls that go with it. Take the first step!

Question….did you download your fill-in-the-blank business and life plan yet?

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How To List 22 Homes In 2022 | Real Estate Coaching (5) Jan 14, 2022

Show notes

Convinced you can list 22 homes in 2022? If not, why not?

Today's show is part 5 of How To List 22 Homes in 2022. Be sure to listen to parts 1-4.

Becoming a listing agent is far easier than you think provided you follow a proven plan. Start with your mindset.

For many of you, you're probably feeling comfortable with at least two or three of the twelve sources. Start with those and really drill down to increase your contacts and your level of skill. If you need scripts and skills, you've come to the right place! Just ask for help. Waiting is not a strategy!

Once you're getting results from those two or three resources, it's time to add the next one. You may even have 'dabbled' in all twelve, but not really taken each to the next level. What would happen if you decided you will take 22 listings this year, no matter what, and simply do what we've laid out for you in this podcast series?

For those of you who are already listing and selling 22 to 44 homes per year, which of the twelve sources do you still need to add to your skillset to take your business to the next level? Why not implement ALL of the 12 lead generation sources? We have advanced coaching for you to implement quickly and efficiently.

Question….did you download your fill-in-the-blank business and life plan yet?

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How To List 22 Homes In 2022 | Real Estate Coaching (4) Jan 13, 2022

Show notes

Today's show is part 4 of How To List 22 Homes in 2022. Be sure to listen to part 1 from yesterday's show.

10 - Your professional Center of Influence. When was the last time your favorite lender sent you leads? When have you asked? Who do they know who is getting pre-qualified right now to buy and has a home to sell? Stagers are also great to know because smart sellers call a stager first. Refer business to stagers and ask for leads in exchange.

11 - Investors. Join your local investors club through meetup.com or private Facebook groups in your town. You'll know who's looking for what property and which investors are likely to sell. This also will give you insider information about 'pocket' listings which can benefit your buyers.

12 - Door knocking. This is not at the top of the list because it generally takes more contacts to take a listing, but it is still effective when you're consistent. Door knocking can help you become more comfortable speaking with people about real estate and many times you'll be at the right place at the right time and indeed take listings from being there. Before you go door knocking, choose your neighborhood wisely. Does it turn over much? What's the average sale price? What's currently active, pending and recently sold? What's being built around the neighborhood? Is there new construction nearby? Become the go-to, neighborhood specialist and use good scripts at the door. Start with your own neighborhood since you already know it well.

Reminder it’s the New Year. You promised yourself you would become a HARRIS Coaching client. You are done wasting time and want to follow a proven path in 2022. Now, while you are here make the next natural step and join the 1000s of other agents as a HARRIS Real Estate University coaching member. No more waiting or procrastinating. Join now. Here is the quick and simple enrollment.—-> YES, Enroll Me Now In Premier Coaching. I WILL make 2022 my best year ever! https://timandjulieharris.com/real-estate-coaching-programs/premier-coaching.html

Convinced you can list 22 homes in 2022? If not, why not?

Once you're getting results from those two or three resources, it's time to add the next one. You may even have 'dabbled' in all twelve, but not really taken each to the next level. What would happen if you decided you will take 22 listings this year, no matter what and simply do what we've laid out for you in this podcast series?

For those of you who are already listing and selling 22 to 44 homes per year, which of the twelve sources do you still need to add to your skillset to take your business to the next level?

Question….did you download your fill-in-the-blank business and life plan yet?

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How To List 22 Homes In 2022 | Real Estate Coaching (3) Jan 12, 2022

Show notes

Today's show is part 3 of How To List 22 Homes in 2022. Be sure to listen to part 1 from yesterday's show.

5 - Open Houses. Refer to our podcast, "How to not just 'sit' and open house, how to monetize them!" Our open house system and scripts are proven to generate a bear minimum of three close-able buyers or sellers every time. It's all about choosing the right house, promoting the open house, using good scripts and having relentless lead follow up. Many of our coaching clients have spun this source up to a very predictable listing machine. If you've failed at open houses before, you're missing a key element of the system to make it work.

6 - For Rent By Owners. Investors who own single family or small multifamily units are an amazing source of new listings for you. This is one of the easiest scripts to learn and polish because it's a simple business conversation. If the home is vacant and for rent, might the owner rather sell it versus continuing to keep it as a rental? Offer to do a free comparative market analysis so they can make an educated decision and see what that does to their plans. Again, potentially one contact and multiple transactions. Maybe they want to re-invest in different properties with you. Maybe they want to cash out their entire portfolio while prices are high. You won't know if you don't ask. You'll also love this source because the phone numbers are easy to get!

7 - Small and medium sized builders who are building homes on 'spec'. This means they're speculating that the house will sell. There are many iterations of this, all of which we teach in Premier Coaching, but what is working for our clients lately is to identify buildable lots and take them to the small builder. You sell the lot and list the spec home, often bringing the buyer as well.

8 - Flippers. Sure, they might sell the home on their own (refer to previous For Sale By Owner point), but flippers often will list with you so you can bring a buyer to them before they're actually finished with the flip. This helps them because they can flip more homes in less time. A bird in hand so to speak. Meanwhile, while you have it listed and they're finishing it, the house generates more and more buyer and seller business for you. It's a win-win for everyone.

9 - Probate. Not many agents prospect probate leads because they don't understand it. Probate is simply the process of selling a home after someone passes away. The court appoints an executor of the estate who can then sell the property. If keeping the home in the family is not an option and the executor(s) wish to cash it out, that's a listing. Sometimes they'll re-invest the proceeds in real estate, sometimes it's just the listing that you'll sell. Either way, they need someone caring and competent to get the job done.

How To List 22 Homes In 2022 | Real Estate Coaching (2) Jan 11, 2022

Show notes

Today's show is part 2 of How To List 22 Homes in 2022. Be sure to listen to part 1 from yesterday's show.

1 - Expired listings. Expireds are at the top of the list because of the following:

- They clearly want to sell and many HAVE to sell. These are the listings you're looking for!

- You know what is probably the wrong price. Your comparative market analysis is much easier on an expired.

- The agent you would have competed against (the one they thought would get the job done, who they probably already knew) is now out of the picture.

- The seller will correct negative feedback and reprice the home in most cases, creating a quick sale. The average days on the market for re-listed expireds is always very low.

Bonus: Don't forget old and older expired listings. You'll have less competition and are more likely to get the seller the price they wanted in the first place.

2 - Your past clients and sphere of influence. Otherwise known as your database, statistically when you have regular and real conversations with your list, 10% of your list will either do business with you or refer business to you every year. This could be 10 of your 22 listings if you have 100 people in your database and you speak with them regularly, at least once per quarter but ideally once per month. Don't get mad when another agent lists 'your' past client if you're not making the effort!

3 - New Build Sales People. These are the sales people who sit in the builder's model homes and write up all those new construction contracts. Use our New Construction Plan (if you're a Premier Coaching Member) to meet those new build reps and get all of their resale referrals. When someone builds with them and they have a home to sell, what happens to that lead? This is a fantastic lead source because you can have 1 new build sales person contact who sends you multiple leads per year. What if you had 5 new build sales person relationships?

4 - For Sale By Owners. When the market is hot like it's been for so long, there are always plenty of Unrepresented Owners who need your help. Most of them give up on the process if it's not sold in the first two weekends. There are luxury priced, unrepresented owners in today's market as well. This is a great opportunity because many of them have not yet bought, could build with you or downsize / upsize and purchase with you.

How To List 22 Homes In 2022 | Real Estate Coaching (1) Jan 10, 2022

Show notes

What would happen if you took 22 sale-able listings in 2022?

The average closing price at the end of last year in the United States was $408,800. Let's use $400,000 to keep the math easy. On average, that would gross the listing agent $12,000. Let's say the net profit to that listing agent is $9,600 on that transaction after fees, etc. $9,600 x 22 = $115,200.

That's a good reason to list and sell 22 homes in 2022. That's less than 2 per month. We'll show you 12 ways to create those listings during this podcast series. Before we do that, let's think even bigger for a moment.

Let's say that each of those 22 listings produces at least one closeable buyer -or- another listing in the same neighborhood, which is entirely likely when you follow our proven systems. This would make your 22 listings into 44 closings. $9,600 x 44 = $422,400.

Game on.

Things to consider before you accept the 2022 challenge:

A) You will have to actively contact both people you already know as well as those you don't know. People you know are past clients, people in your sphere of influence and agent referrals. People you don't know are everyone else. Are you willing to speak with both to earn your $422,400?

B) You should analyze where your business came from last year and keep doing what has worked. Consider doing MORE of what worked. For example, if you had 5 transactions from repeat clients, but you didn't have a system to speak with your database regularly, how many more repeat clients could you create this year by being more drilled down on that source of business?

C) You must be willing to do what you don't want to do when you don't want to do it at the highest level. Keep doing what you're doing and you'll keep getting what you're getting. To go to the next level financially, you must go to the next level with your skills.

D) You must ask for help when you need it. Don't waste time re-inventing the wheel, sampling or trying things out.

Still in? Let's look at your 12 effective lead sources to get you those 22 listings in 2022!

Question….did you download your fill-in-the-blank business and life plan yet?

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Real Estate Agents Ultimate Business (and Life) Plan | Real Estate Training and Coaching (5) Jan 07, 2022

Show notes

Today's Real Estate Training and Coaching is part 5 of Real Estate Agents Ultimate Business (and Life) Plan.

Reminder it's the New Year. You promised yourself you would become a HARRIS Coaching client. You are done wasting time and want to follow a proven path in 2022. Now, while you are here make the next natural step and join the 1000s of other agents as a HARRIS Real Estate University coaching member. No more waiting or procrastinating. Join now. Here is the quick and simple enrollment.----> YES, Enroll Me Now In Premier Coaching. I WiLL make 2022 my best year ever! https://timandjulieharris.com/real-estate-coaching-programs/premier-coaching.html

This week's real estate training and coaching podcast is an intense focus on the creation of an actual plan to make this your best year ever. A plan that will give you a sense of control and confidence. Your business and personal life will be governed in a systematic and predictable way, so you can achieve the results you desire.

Now, let's get to work.

Part THREE: Move past the pandemic. What habits to keep, which to drop.

1 - Keep your newfound technology skills. Zoom or FaceTime when you can and respect your prospect's comfort levels with contact. It's not the same everywhere and everyone has different sensitivities. Ask which they prefer, in-person or video.

2 - Drop your lazy schedule habits. Just because you can work when you feel like it doesn't mean you're being productive. Actually follow a schedule (as prescribed by your Real Estate Treasure Map!)

3 - Stop using your mental energy worrying about things you can't control. This includes trying to predict what will happen in your real estate market, what will happen with Covid, who's going to be elected next. Concentrate on what you CAN control and make your own market.

4 - Keep your media-free mornings and listen to things that benefit you versus drag you down. Podcasts are a great way to choose what you're putting into your head!

Plan for success and achieve your dreams this year!

Question....did you download your fill-in-the-blank business and life plan yet?

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Real Estate Agents Ultimate Business (and Life) Plan | Real Estate Training and Coaching (4) Jan 06, 2022

Show notes

Today's Real Estate Training and Coaching is part 4 of Real Estate Agents Ultimate Business (and Life) Plan. Prepare for Success!

7 P's of Real Estate: Proper Previous Planning Prevents Pitifully Poor Performance!

1 - You must complete your Pre Listing Package and it must be unique to you. Using your standard-issue, broker-created Pre Listing Package will not make you competitive enough! Having a digital one isn't good enough either. Digital is for special circumstances only. Use our proven Pre Listing Package, hard copy assembled and delivered exactly as we coach you. If you're not winning every time, your listing package isn't good enough.

After you're done with your Pre Listing Package and have listened to the coaching calls about how to use it, get your Listing Presentation and Buyer Presentation done!

2 - Follow your ideal daily schedule. Your schedule should reflect your goals.

- 80% of your time should be spent on proactive lead generation.

- 20% of your time should be spent on transaction maintenance, closings, etc.

- The only things that make you money in real estate are lead generation, furiously fast lead follow up, prequalifying, presenting, negotiating, and closing. If it's not on that list, you shouldn't be doing it.

- Spend more time working IN your business (the above list) and less time working ON your business (everything not on the list).

- You must have a consistent start and end time to your day.

- Mornings are for setting new appointments; afternoons are for going on them!

- Take control of your time! If you're not controlling it, someone or something else always will. Think about how you're closing for appointments for example. Are you asking "can we get together at 3 pm tomorrow?" or are you stating that you have "either 3 pm tomorrow or 5 pm Saturday, which is best for you?" Have pre-set times that you want to keep appointments and stick to them as much as possible.

- Eliminate your use of the snooze button!

3 - Know the days you're working versus the days you're off each month. Put dollar signs on each workday and x's on non-work days to keep the focus. Use Print-A-Calendar.com for easy monthly calendar printables.

Much of your stress in real estate is when you planned to take a day off, but you ended up working. Talking on your mobile during your kid's baseball game is not the same as going to the game. Work when you're working and play when you're playing. Plan some long weekends to refill the cup.

Quiz:

Please choose one answer:

1) I am ready to join EXP Realty.

2) I am interested in EXP Realty and need more info.

3) I am not interested in EXP Realty.

Key:

* If you answered "#1" congratulations. You are about to join the fastest-growing real estate company in the world. Tim and Julie Harris are inviting you to join them at EXP Realty. Text Tim directly for the next steps: 512-758-0206. (text only please)

* If you answered "#2" please watch the videos and check out the other intel on this site. http://whylibertas.com/harris .

* If you answered '#3' no worries. You will want to check out whylibertas.com/harris so you can at least know what EXP Realty is and why so many agents are moving to EXP.

Real Estate Agents Ultimate Business (and Life) Plan | Real Estate Training and Coaching (3) Jan 05, 2022

Show notes

Today's Real Estate Training and Coaching podcast is part 3.

We have a question for you. Will this will be your best year ever?

Let's be clear, everyone starts the year feeling optimistic and enthusiastic. Everyone hopes and prays that everything will work out. However, very few people actually take the time to create an a real plan for their businesses and personal lives. Know this, making this your best your ever is a choice.

Now for a little 'Good News', 'Bad News'

The good news is, it's completely up to you.

The bad news, it is completely up to you.

Know that you are largely in control of your life experience no matter what is happening around you. You can succeed at the highest level no matter what is going on in the real estate market, the economy, politics, etc.

Remember what Benjamin Franklin said, "If you fail to plan you are planning to fail."

Now, let's get to work.

Quiz:

Please choose one answer:

1) I am ready to join EXP Realty.

2) I am interested in EXP Realty and need more info.

3) I am not interested in EXP Realty.

Key:

* If you answered "#2" please watch the videos and check out the other intel on this site. http://whylibertas.com/harris .

* If you answered '#3' no worries. You will want to check out whylibertas.com/harris so you can at least know what EXP Realty is and why so many agents are moving to EXP.

Part THREE: Move past the pandemic. What habits to keep, which to drop.

4 - Keep your media-free mornings and listen to things that benefit you versus drag you down. Podcasts are a great way to choose what you're putting into your head!

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