The Number One Real Estate Brand in Kansas City

The number one real estate brand in Kansas City has been and always will be – YOU!

Real estate in Kansas City, and every other market across the country, is a local business and people do business with whom they know, like and trust. The National Association of Realtors 2011 profile of home buyers and sellers, surveyed home buyers and sellers and asked them why they chose the agent they worked with. Here are their findings:

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If the number one brand in real estate in kansas city is YOU – let’s take a look at where most new and seasoned agents have the best opportunity for growth:

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More new agents and seasoned agents are beginning to PROFIT FROM THE TRUTH and are no longer buying into the rumors our competitors are feeding them.

Keller Williams is not threatened by the individual agent’s success. We believe in business conversations based numbers, in growth, education and training. The real estate company you choose to partner with has less to do with splits, and costs, and more to do with your NET result at the end of the year. We focus on building business worth having, careers worth owning and lives worth living.

Are you hitting your potential? What does the next level of success look like for you? Who at your current brokerage is helping you get there? How much longer are you willing to wait to make what you deserve?

Let’s sit down for a cup of coffee and go over these questions. Contact me today for a confidential business strategy session so you can get your answers from the source. You can always buy into the rumors, or you can PROFIT from the TRUTH.

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5 for July: Getting Seller Leads in a Hot Market in Kansas City

Getting Seller Listing Leads in a Hot Market Can Be As Easy As 1-5!

For July, while we are hanging on to this seller’s market here in Kansas City I wanted to share some effective strategies to increase your listing inventory. So this whole month I will be posting 5 strategies for picking up new listings in Kansas City or any market for that matter. These listing strategies are simple, easy and effective. If you are not implementing lead generation activities for picking up listings then you are really missing out in this real estate market shift.

5 in July Listing Strategies

  1. Getting Listings from Your Database or Sphere of Influence

  2. Getting Listings from Open Houses

  3. Getting New Listings From your Geographical Farm

  4. Getting For Sale By Owner Listings or FSBO Listings

  5. Getting Expired Listings

 

Why work three times harder?

Why do we focus on getting listings leads for our business? One word – LEVERAGE. If we have listings we have an opportunity for three transactions, let me explain. First, you sell the listing. Second, that seller also needs to buy a new home. Third, you will get sign calls that can be converted to buyers, and who knows they may also have a house to sell. There is also a bonus, if the caller is unrepresented and wants to stay that way then you can double side the transaction.

So listings equal leverage. You don’t have to be there to show them and they have the opportunity to turn into multiple transactions. When you have a steady listing inventory you don’t have to focus on getting buyer leads, they will be coming to you. Not enough buyers? Simple, get more listings! So stay tuned for the next post, where we dive into your Database and the Acres of Diamonds there.

Setting Buyer Expectations in a Seller’s Market in Kansas City

Setting buyer expectations in a seller’s market in Kansas City can save you time, money and frustrations!

Seemingly overnight we have transitioned from a buyer’s market (more than six months of inventory) to a seller’s market (less than 6 months inventory) in Kansas City. Naturally there is some lag between when the news passes this info along. So right now, we have real live buyers in the field, still looking to get that deal of a lifetime, and they are coming up on homes that are going under contract in less than a week, multiple offers and oftentimes now going under contract for more than list price. If you are not ahead of this shift, and setting your buyer’s expectations about the market ahead of time, you could be setting yourself up for frustration and disappointment.

So how do you set buyer expectations in a seller’s market?

In short, data. You should have the ability to pull up market statistics in your local MLS that can show you average list to sales price ratios over a period of time. In the Heartland MLS that report is called the “Market Conditions Addendum” and does a nice job of compiling the data in a very easy format. Let’s be real, all the data in the world doesn’t mean diddly if you can’t interpret it and relay the info to your buyers in a way that they will understand.

So what if your buyers still think that they can go out and steal a property?

So if you have tried to set your buyers expectations by showing them the data that shows them that we are in a seller’s market here in Kansas City or wherever you are, then sometimes losing out on a property is the only remedy. We are the agent of our client. We can provide advice and consult to the best of our knowledge, if your client still wants to lob in an offer then as a fiduciary you have to do it. Just make sure to let them know that they could be losing out on their perfect home, while someone else comes in on top of this offer and takes it.

Ok, great Mat, we hear you, but how can I set my buyer’s expectations in this Seller’s Market?

Simple. Scripts.

List Price to Sales Price
The average list price in (____________) is (__________) but the average sales price is
(__________). That means that sellers are coming down approximately (__________
dollars). The reason I share this information is that I would prefer to turn you down now,
rather than disappoint you later, if you think you could offer $25,000 less than the list price
and actually expect to get it.
So let me ask you a very direct question. If we found you the perfect home and the seller
is only willing to come down about (_________ dollars) how would you feel about that?

If you want even more killer tips on taking advantage of this monstrous shift in the market, reach out to me here!

If it doesn’t HURT a little – you are Doing it Wrong!

We can learn most from our mistakes and failures.

We can learn most from our mistakes and failures.

The Confession

So this week at my accountability weigh in that I share with my Facebook friends in order to keep me on track, I came across an opportunity to elaborate on a little concept that we talk about a lot at Keller Williams Diamond Partners. Before I get to it let me share with you, I wanted to take a second and apologize to everyone that I fell out of integrity and that this week I did not lose weight, in fact I gained half a pound back.

So, I’m standing there, a bit dejected and starting to get really embarrassed and thinking “great, now what am I going to post on Facebook?!” So, with my pride deflated, I wanted to turn this into an opportunity for learning and share some concepts that we talk about:

  1. Accountability has to hurt a little or it’s not doing it’s job. Posting or sharing successes rocks! Posting setbacks, SUCKS…A LOT!
  2. When we are winning, it is at that time that we have to focus on our fundamental tasks and actually work even harder. (Just ask K-State what happened right after they received their #1 ranking this year – Baylor? Really?!?!) anyway…

We get into coaching and accountability not because it’s fun, or easy, but because, by nature, we cannot hold ourselves accountable – or at least not to our true potential. If you are not in coaching or mentoring at some level, then you are leaving growth opportunities on the table – period.

The Hard Lesson

#1 can never take a week off

#1 can never take a week off

Point number two is what I wanted to elaborate a little bit on. If you noticed last week, I was on week 3, had three weeks of nice losses, and even mentioned that I was able to start doing some points in my head. Well, just like in our businesses, when things are going good, we are receiving referrals and you have had several closings this month and have a couple in the pipeline – what is the first things that falls off your schedule? YUP – Lead Generation! Then 30 days go by, and you are through celebrating your recent past success and look ahead and now there are no closings, or maybe just one small deal. So point number two happens to be the answer to so many agent’s question “When does the income roller coaster stop in this business?” Simple – consistent lead generation regardless of production.

For me this week, my points tracking completely fell off my radar and I got lazy. My scale doesn’t care what I did last week, it just posts results. We have a saying in the office “You can have reasons or results, but you can’t have both.” Well this week, I had to face the reality that I just did not do what I was supposed to and my results reflected that 100% – I only have myself to look at.

Getting back to Integrity

So, let me refer back to a BOLD theory called PTFAR – (Pronounced Pointfar) which stands for Programing leads to Thoughts which affects our Feelings which lead us to taking Actions and actions produce Results which go back to changing our Programming.

This week’s Scale in reference to PTFAR:

Programing – this week’s results triggered an embarrassed and pissed off reaction in me.

Thoughts – I had to go back to what I did and didn’t do, and reevaluate and put a plan together to get back into integrity.

Feelings – I am embarrassed to share with everyone that did not take steps towards my goals this week, this feeling SUCKS!

Actions – Back to tracking, no shortcuts, no cheating

Results – I’ll check back in with you next week!

Goal for next week – 4lbs! See you then!

Obliterating Call Reluctance in Real Estate and Follow Up Freeze Up

Obliterate Call Reluctance and Thaw out Follow-Up Freeze Up

So you have taken Ignite and you graduated BOLD – Congratulations! You have conditioned yourself to lead generate, you have found who to call and you are calling! Great! You even made an appointment! Fantastic! They have not signed with you yet but want to stay in touch, you tell them “no problem, I’ll call you weekly” and they even give you permission to!

So why is that phone number still terrifying to call back, even after you got the permission to stay in touch?!?!?!?  You have FOLLOW UP FREEZE UP! A common occurrence of Real Estate Call Reluctance and we can eliminate it!

So I spoke with your Drunk Monkey, and after slapping him around a bit, he confessed and told me what he told you, do these sound familiar?

Beware of the negative talk coming out of this guy!

Beware of the negative talk coming out of this guy!

“Don’t call them, you are annoying! You JUST talked to them, they are sick of you! What are you gonna say, you are just going to stutter and sound STUPID! Why call, they are never going to list with you! I bet you are the 30th Realtor calling them today!”

Here are 3 tips on Thawing Out the Follow Up Freeze Up and destroying call reluctance in real estate.

  1. Get permission on the prior call or meeting by saying, “I want to make sure my database stays up to date, can I call you next week to check in on your price and see if you are still for sale?”
  2. Drop off or mail an item of value and then make that the topic of discussion for your next call. “Hi it’s Mat, just following up like I promised I would. How have your calls been? Any Offers? Hey, did you get that ‘xxxxx’ that I mailed to you? What did you think? Any questions? Talk to you next week!”
  3. Have a tip or article prepared to share with them and then use it as an opportunity for another drop by or a mailing.

Remember – The Fortune is in the Follow Up! All Realtors call, but the pros have a system for follow up.

Call now or visit our site to find out more on how you can start our revitalize your career.