Persistence – The Fail Safe for… Everything

I decided to switch it up a bit this month and share with you a recent interview I did on “The Grind” podcast with Joey Torkildson and Jason Harmon.

This podcast has quickly become one of my favorites for its extremely relevant topics, awesome guests and an unfiltered look at reality.

Not to mention Joey and Jason create an awesome vibe on the show.

In our conversation, we talked about persistence.

It is my favorite word.

Without it I would have accomplished the total of nothing in my life up to this point.

I often describe persistence as my one and only skill set.

The journey through persistence can bring you to your knees, or flat on your face.

Yet, it is the single greatest tool you have for doing pretty much anything… especially something substantial.

Rather than sum up the conversation we had, give it a listen with the link below!

WEBSITE:

http://thegrind1.libsyn.com/decision-7-i-will-persist-without-exception

Stitcher:

https://www.stitcher.com/podcast/the-grind-2/e/53526116?autoplay=true

TO CLAIM THE FREE TRIAL BONUS MENTIONED IN THE PODCAST USE THE LINK BELOW AND ENTER PROMO CODE: GRIND

on the registration form (it’s on the second form)

https://mybuyerlisting.com/agent-info/

PROMO CODE: GRIND

Enjoy it and keep on keepin on!

 

Journey On,

FacebookTwitterGoogle+

How to get your sign in more yards right now

Want an awesome new listing this week? Today?

I’m going to cover three simple things you can do right now to get your sign into more yards right now.

Right now there are hundreds, if not thousands of homeowners in your market that already know they will be making a move in 2018. They know they will be putting their home on the market at some point (possibly very soon) and they know they will be hiring a real estate agent to help them.

Statistics tell us that 70% of those homeowners will only meet with one agent before listing their property.

Simply put, if you set an appointment with a potential seller, most of the time they will hire you.

It’s all about getting the appointment.

To do that we have to first figure out who is thinking of selling. We need them to “raise their hand”.

Here we will cover three simple things you can do, that your competition probably isn’t doing, to be a seller magnet and encourage these elusive sellers to come out of the woodwork and let their plans be known to you.

Ultimately, getting your sign in more yards!

STEP 1

Leverage the buyers you have looking for homes.

Create a Buyer Listing for them and get it out into your market like your life depended on it.

This is a double bonus as it not only serves your buyers but also turns you into a seller magnet.

If you aren’t up on exactly how to do this, or haven’t experienced the magic for yourself, grab a copy of my Book “Buyer Listing – A Revolutionary Approach to Real Estate Marketing and Lead Generation” ASAP. It’s $12.99 on Amazon and can make you a boat load of $$$ this year while doing really cool things for your buyer clients!

It’s pretty simple though, if I were thinking of selling my home and I saw a list of active buyers looking in my area, I would want to know more.

Step 2

Call everyone you know in your market (database) and ask a simple question:

“Is there anything I can help you with”

I compare it to being at a restaurant. If you are seated at a table and no one ever comes to take your order, check on you, fill your drinks, offer dessert etc… You probably wouldn’t call it great service, right?

You would be pretty upset if you had to go hunt down your server every time you wanted something.

That’s all we are doing when we check in with our database. We are just checking in to make sure all their needs are taken care of and be of service.

Super simple and not salesy at all!

While you are doing this be sure to mention your Buyer Listings from Step 1 and offer to send them your list of active buyers. They can become amazing connectors when the have the right tools.

Step 3

Keep it simple.

As mentioned earlier it is all about getting the appointment.

To do this you either need to be first, stand out a bit or have someone refer you.

Following steps one and two will surprise you in how effective they are in helping you accomplish all of those feats.

Exhaust the simple and most effective tools at your disposal before allowing the complicated, competitive and inefficient ones to grab your attention.

You will probably find that focusing on simple and eliminates the need or desire to pursue the complicated!

So three simple steps:
Create Buyer Listings and start marketing them asap
Call your database and ask how you can help
Keep it simple

Do this and you will not only feel great, you will be able to get more signs out sooner which ultimately means you’ll get to help and serve more buyers and sellers this year!

Let us know how we can help! Drop a comment below or shoot me an email!

Journey On,

Brian Inskip

FacebookTwitterGoogle+

JOURNEY ON TO 2018 – With A MAP

What will your journey through 2018 look like?

Where will you take your business?

What personal experiences will mark your path when it’s all said and done?

Will you reach a new financial summit?

These are the types of questions I’ve been asking myself recently from both a personal and business perspective, so I wanted to pass on a few thoughts for you to ponder as you chart your own course.

1. Do you know where you are going in 2018?

If you look at this question as a “black and white” yes/no option (no gray area or middle ground), what would your answer be?

“Yes, I know where I’m going”

Or

“No, I don’t know where I’m going”

I’ve had plenty of times where in the business, hustle & bustle or grinding it out that I will suddenly look around and realize my answer to this question is NO!

At that moment you realize you are effectively lost!

Not good!

What really intrigues me about this is best understood by a simple comparison. Consider the following example and how it could relate to this idea of mapping out your year in advance.

With the Holidays coming up you are probably starting to form some ideas of what they will look like for you. You are making plans. You are deciding where you will go, what you will do. You are preparing, making lists and checking them off.

Let’s say those plans include a bit of travel. You are going to determine where it is you are going and probably use some sort of GPS navigation to help you get there.

Essentially you are going to have a map for your Holiday Season.

I still use a map to get around in my hometown that I have lived in my entire life. Sometimes that means I’m using a memory map or landmarks to get to a familiar spot.

But there are still plenty of times I find myself needing to get to a location that I have never been before.
In that case I’m whipping out the GPS. Even if I have a general idea of where I’m going.

Why?

Because the GPS tells me the exact directions to get where I want to go and saves me from wandering around aimlessly or getting lost completely.
It makes the journey easier.

It would almost seem reckless that we would rely on maps in so many cases yet wonder into an entire year of our life without one.
I’ve been caught on more than one occasion thinking I had a map, which I called “goals”, only to realize halfway through the year that all I really had was a destination.

Goals are not a map for your year, they are only part of it.

I am so passionate about this topic and how much having a real map can simplify and enhance the coming year for you that I am opening up a special training in December to go deep on this topic.

I will be covering the 3 Essential components that every map needs to have and walking you through a simple process to create your own map for 2018.
I am confident that having these tools in place will enhance your journey in 2018 and beyond and help you arrive at the destination you desire.
I hope you will join me and decide that you are going to enter 2018 with a clear plan and avoid that panicked moment when you look up and realize…. “I’m lost”.

Lets go the other direction and make it an exceptional year, on purpose!

To register for my free Map Your 2018 Journey LIVE Webinar just click the link below!

https://attendee.gotowebinar.com/register/252558207972537345

Journey On,
Brian Inskip

FacebookTwitterGoogle+

REAL ESTATE DOMINOES

In the world of real estate there are many challenges that you, as an agent, must overcome in order to have a successful business.  It can certainly start to feel a bit daunting if you don’t have a clear process for prioritizing the order in which things need to happen… and yes there are priorities and there is a road map.

The real problem is not that there are a variety of tasks demanding our attention, it is the feeling that they all need attended to right now and carry equal weight in terms of driving our business forward.

This simply is not the case. I recently had the privilege of attending an event with the co-author of one of my favorite books “The One Thing”. At the event Jay Pappasan presented a compelling case (backed by extensive research and evidence) that not only is it unnecessary to do everything at once, but that we are incapable of doing so!

He did a masterful job of illustrating how inside of the whirlwind of everything we could do or even should do there are just a few, and ultimately ONE, that will have the biggest impact on our results.

When you adopt this mindset, life gets simpler and the road to progress becomes remarkably smoother.

So what does that look like in the life of a real estate agent?

Lets look at a few examples starting at the very beginning and the truth of the power of the ONE THING will become obvious and clear in your mind.

When you first decide to become a real estate agent you will undoubtedly need clients, you will need marketing pieces put together, you will need certain knowledge about contracts and processes etc…

However, before any of the later is comes into play you have to actually have a real estate license!

Without it none of the other items will matter. At that point in time getting licensed is the ONE THING!

When we accept this realization it allows us to let everything else go, for now, and focus on what Jay Pappasan and Gary Keller describe in “The One Thing” as the lead domino.

Once the first domino is toppled (getting your license) it is time to focus on the next…

But what is it?

Lets look at some of the options and decide from there:

  • Get business cards
  • Order Yard Signs
  • Set up website
  • Create fliers
  • Find clients

We could have a long debate of which of the above options is the lead domino and identifying the right answer can indeed be a slippery slope so lets experiment a bit.

One could argue that getting business cards, setting up a website and creating fliers etc. are tools to help you accomplish the one you are probably most interested in #5 finding clients.

What if you only did one? Which would be the most important?

If you only get business cards, it will not inherently bring us business.

You could have the coolest signs in the world but without a yard to place them in….. does it really matter?

It is important to not put the cart before the horse.

On the other hand is it possible to find clients without any of the other 4 options?

The answer is absolutely, yes it is.

The difference is that by finding clients you will be able to generate revenue for your business, which allows you to stay in the business and continue putting other pieces into place.

It is the only item on the list that does not require at least one of the other pieces as well.

Without it, any real estate career will be short lived or at the very least yield disappointing results.

The further we get into our career the more options we have to choose from and the tougher identifying the priority can seem. As you practice prioritizing, the good news is it becomes easier and at some point almost subconscious.

Once you have established your business one of the most important things we can do to aid us in finding clients if to have a regular communication plan that keeps us top of mind with potential customers in our marketplace.

Cracking the code of how to build value, keep people engaged and ensure that when they have a real estate need they call you is a constant struggle faced by real estate agents.

Without it our business is inconsistent, stress levels are high and working hours run rampant.

We have cracked this code and have a literal roadmap that you can use in your business to develop a consistent flow of business and build a list of engaged subscribers.

Often times we hear this and assume that it will be complicated, expensive or that its all hype… There is certainly plenty of that in our industry but I can assure you that the map and solutions we have built for you offer both a simpler alternative and better results at little to no cost.

I walk agents through this process in our daily demo session and wanted to invite you to come check it out for yourself. You can register for one of our upcoming sessions or get the on demand version using the link below.

This training is completely free and a convenient way for you to discover simple solutions that solve the daily challenge we face everyday as real esate agents.

CHECK OUT MYBUYERLISTING.COM DAILY DEMO SCHEDULE OR WATCH NOW ON DEMAND!

JOURNEY ON,

Brian Inskip

 

 

 

 

 

 

 

 

FacebookTwitterGoogle+

Tidy up your Business

When it comes to our homes spring brings the call to tidy up a bit.

When it comes to your business the best time to do a bit of tidying up is now.

Let’s face it business can be chaotic. New plans can get derailed and old ones can deteriorate or have perhaps even been abandoned.

This can leave a lot of unnecessary clutter and debris that ultimately slows down progress. It can also wear you out carrying around all that extra baggage.
The good news is you don’t have to. You can clean up and let some of it go and lighten your load for next endeavor.

When we take a few moments to look at our business and identify the things that are causing a drain on our time, energy or finances we have an opportunity to make some dramatic improvements in both our results and quality of life!

As you look around you can see what isn’t working, cut it loose and reallocate those resources to double down on something that is or perhaps a new endeavor.
Let’s say for example you decided earlier this year to start doing a direct mail campaign to a neighborhood you would like to generate more business in.

You got all excited and spent the better part of a day designing the perfect post card for your first mailing.

Then you got really busy in the spring and forgot to send it out the second month…. In the third month you throw something together so you can check it off you list. Then you realize you don’t really have a great way to track the results you’re getting so you decide to hold off for a month until you can get a better solution in place. The next month, without being able to figure out a better tracking solution you go ahead and send it out anyway…. By now you are cringing every month the “post card mailing” pops up on your calendar.

Then you read this blog and stop for a minute to look around…

In the past 10 months you cannot say for certain if any of your postcards have generated business but it definitely cost you time and energy.
Meanwhile perhaps you have been having tremendous success hosting open houses or events or some other marketing initiative.

You don’t really want to “give up” the post card” because once you do that you are realizing a loss of all the time and energy you have put in so far.
But you take the advice of this post and you do it… you “KILL” the postcard and take those funds and put them into whats been working.

You use the time and energy you gained back to the same cause.

As a result your results increase along with you energy. You win.

To start to identify what areas in your business (we all have them) could use a little house cleaning or in some cases to just pitch it all together here are some questions to ask yourself:

Step 1:

1) If I had to eliminate 10 things from my business what would I get rid of?

– Then review the list and select the one that is requiring the most resources with the least positive gain. Let that one go (you can let others go as well)

Step 2:

Question: What has been working best in my business?

– Develop a plan to reallocate the resources from what you are letting go to what is working best

OR

Question: What is a new initiative that you believe will produce better results?

– Develop a plan to reallocate the resources from what you are letting go to what is working best

Remember this is not about “losing” something, although it sometimes can feel that way. It is about gaining something. You are simply “top grading” what you and your business are doing by trading what’s not working for more of what is or to launch a new initiative.
So block a little time on your calendar to ask yourself some of these questions and enjoy the rewards of doing a little “house cleaning” in the interest of better results in your business and your sanity!

Journey On,

Brian Inskip

FacebookTwitterGoogle+

4TH QUARTER GAME PLAN – REAL ESTATE

Like it or not, the last quarter of 2017 is upon us. The side effects of this phenomenon often include nausea,  panic attacks and hallucinations about rewinding the clock.

If you set big goals at the beginning of the year it is not uncommon to find yourself off target at this point.

Now, you may be on target and if so good for you, keep it up.

If you are not, the good news is that is all it means is you’re not on target at the moment. It doesn’t mean you have to change or shrink your goal or give up on it all together.

It’s time to make sure that your game plan for the next 3 months lines up with where you wanted to be starting off the year.

Below is a process you can use to get clarity on what it will take to make your goals happen in the 4th quarter and break it down to simple and achievable targets.

Step 1: Subtract the number of homes you have sold already from your annual goal to find the GAP.

Ex. If your annual goal is to sell 50 homes and you have already sold 19 this year your formula would look like this:  50-19=31(GAP)

Forget about the annual goal number for now and focus on the gap. Whats done is done and you have made progress toward your goals so its important to reflect that in your target.

Step 2: Assess your active client pipeline

For this step simply take a look at the active clients you are working with (buyer & seller) and assess how many of them will buy or sell before the end of the year (keep in mind that for the closing to occur in this calendar year they will need to be under contract in time for the closing to take place before year end)

Ex. You currently have 8 active listings and expect 3 to sell in time to close this year. You are actively working with 4 buyers and expect 2 will pull the trigger anytime.

Expected sales from pipeline = 5

*your pipeline projection should be conservative

Step 3: Subtract your pipeline from the gap

In our example we had a gap of 31 sales and a pipeline projection of 5. The formula would look like this:

31-5=26

This number (26) is your year end target.

By this point you should already be feeling some relief by shifting focus to a number that is far less intimidating and much more achievable than your annual goal (26 vs. 50).

It’s about to get even better.

Step 4: Break your Year End Target down to monthly and weekly targets

Monthly: Divide your year end target (26) by the number of months (3) remaining to get under contract and still close this year.

 

Example: 26/3= 8.6 (Monthly Target)

Weekly: Divide your year end target (26) by the number of weeks (14) remaining to get under contract and still close this year.

 

Example: 26/14=1.85

*Since we are not in the business of selling “partial” homes, always round up. So in this example the targets would be:

Monthly: 9 under contract

Weekly: 2 under contract.

 

These numbers are where you want your focus as you head into the 4th quarter. They should drive your attitude, actions and results.

Simply knowing the number, however, isn’t going to make it happen. We need to know how to make it happen.

By following this next part of the process you will likely find that it is far easier than you think.

 

Step 5: Assess you activities to date

This is about looking back at your year so far to see what will need to change moving forward to close your gap and reach your goals. As you probably know by now there is a direct correlation between our activities and our production.

To sell homes requires lead generation of some sort. Whatever methods you use simply find the percentage of the activities you have actually done vs. what needed to be done.

For example, if you follow the common rule that you should lead generate for 2 hours every day, that is what needed to be done. That’s the 100% benchmark.

If you actually only did 1 hour every day then you would be at 50%.

 

Activity target/activity actual = activity performance % 

Lead Generation

This is where the magic really happens. Even though we broke the target down to a pretty manageable monthly and weekly target, it can still feel a bit out of reach. That is because we are basing it on what happened in the past… our past activities, our past skill level, our past database etc.

The reality is those variables should constantly be changing. You should be learning, improving your skills, growing your pipeline and database.

It’s true, if you don’t change the activities moving forward you won’t close the gap and your production for the rest of the year will be relatively flat.

If, however, you decide that your goal is worthy of making some shifts in your focus and activities, you will be playing at a whole different level.

For example, if you have sold 19 homes in the first 8 months of the year (2.3/month) and your lead generation activity performance percentage during that time was 30% you will see that by simply increasing to 60% you can expect to generate an additional 2.3 sales each month. Still a long ways from 100% but totally a reasonable adjustment to make.

In our example we know that we need to get to 9 sales per month asap to reach the goal so even with increasing the lead gen 30% we are not quite there.

Lead Follow Up

So let’s take a look at lead follow up. What percentage of your leads this are you doing consistent follow up with? Now, lead follow up is not a one and done process. There are countless studies and stats out there that clearly show the number of leads you convert to clients is directly correlated to the number of contact attempts you make.

So let’s say you call most of the leads you get three times before losing track or giving up on them.

If we are at week 32 in the year you can determine your Lead Follow up Performance Percentage as follows:

3 contacts/32 weeks = OUCH!!! That’s a 9.375% Lead Follow Up Performance

As low as that may seem, it is all too common in our industry. Effective and consistent lead follow up is a game changer.

Say you decide to fix the lead follow up and improve your follow up to 28%.

When you apply that to your past sales number of 2.3 per month you will see that simply by making that adjustment you can expect to add another  4.6 sales each month. However, this math is funny and you will likely find that the increase in results is actually higher than the increase in activity.

In this example just making those incremental improvements to your lead gen and lead follow up activities will likely get you to your goal.

Active Client Referral Leverage

There is one last key area that can make this really easy for you.

Here we will look at the referrals you get from your active clients.

They all have the opportunity to send you referrals as they naturally come across other people with real estate needs while it is on their brain.

If out of your 19 sales you received 2 referrals then your active client referral percentage is 10.5%.

If you get really purposeful on asking your current clients for referrals and increaser your percentage to just 21% you can expect to generate an additional 5.6 sales by the end of the year… and that’s if you only do it with your year end target people.

Adding it all up:

*reflecting 3 month results

Lead Gen Increase Result: 6.9

Lead Follow Up: 13.8

Active Client referrals: 5.6

Past sales Average: 6.9

TOTAL SALES (3 months): 33.2

So you can see that by making those adjustments you would not only reach your goal, you will blow it out of the water.

The only question left to answer is if the change in activity would be worth it to you. Would you be willing to make the needed shifts in action to hit your mark or would you be ok if you end up a little short at the end of the year.

The way I see it, there is a challenge either way, in shifting activities and staying focused or in dealing with the disappointment of missing the goal and wondering if it could have been different.

I hope you use the examples above to see how it relates to your goal and numbers. I hope you will take the time to see how achievable massive gains can be and lastly I hope you turn it up and GO FOR IT!

Journey On,

Brian Inskip

FacebookTwitterGoogle+

All About that Base… DATABASE that is.

If your business was solely dependent on the number of people in your database and the level of engagement they have with you what would your business look like?

This is a critically important topic for anyone that wishes to have a successful real estate business with any sort of regularity and still have some time left over to enjoy the rest of your life.

Today we will be looking at 3 key areas to evaluate, when it comes to your database and how to get it to a point that it produces new business opportunities with regularity.

For me, it was around my third year in Real Estate when this lightbulb finally came on.

In the previous years I was totally “grinding it out” to find enough new clients to support my family and achieve the goals I had set out for my business. It was all outbound at that point…. Me looking for and cultivating opportunities.

The problem was that most of my efforts were geared towards strangers, people I had never met before.

I was completely neglecting the existing relationships I already had and consequently I was missing out and working much harder than I needed to.
Then something amazing started to happen, this group of people started calling me to assist them with their real estate needs. Strangers started calling me saying things like “our mutual friends so and so said you are the one I need to talk to about real estate”.

It was incredible and such a blessing to my life and business and the reason I am so passionate about building and nurturing your database.
For me, it started organically, as the people I already knew saw my signs or perhaps some of the real estate related social media content I published they took the initiative to contact me.

I still wasn’t being very purposeful and finally realized that If I would make my database a priority I could dramatically compound the results I was getting somewhat naturally.

Today I want to share with you three key areas that you can evaluate in your own business, when it comes to your database, and provide some simple strategies to make sure you are enjoying the fruits of having one that regularly feeds your business.
Each section includes key questions to rate your database on. Your scores will clearly show you where you need to start focusing to get more from your database.

1. Build your Database

Simply put, your database is a collection of contact information and other relevant criteria that you have for people.
These contacts should be in a central location. To simplify this conversation, it does not matter where they are. It could be an excel sheet, handwritten in a notebook or in a more conventional CRM system.

The first priority is to compile your list of contacts; you can focus on efficiency later.

On a scale of 1-10: Do you have a list of contacts? (1= no list; 10= list complete)
Your Score for Building a database:_______________

2. Engage Your Database

Having a list of contacts will not in and of itself impact your real estate business. A list of contacts, unengaged, is no more valuable than the phone book that gets dropped off on your doorstep every couple of months.

It has all the potential in the world to bring massive value and opportunities to your business (even the phone book can offer this) but it is going to take proper engagement to bring it to the surface.

Proper engagement means that we are providing relevant content to our list of contacts. Relevant means that it is interesting to our contacts and geared toward generating the end result we hope to achieve for our business.

This can and should include a variety of communication forms such as email, phone calls, mailers, in person meetings and any other form where we can engage our contacts.

Common standards for effective database communication include somewhere in the range of 33-36 “touches” per year.

At the end of this post I have included a very simple plan for achieving these touches with highly relevant and engaging content.

On a scale of 1-10: How engaged is your database? (1= not engaged; 10= fully engaged)
Your Database Engagement Score:________________

3. Database Consistency

Even with a large list of contacts and a great touch program to engage them, all bets are off if it is not done consistently, over time.
It is easy to put together our list of contacts and send out an email blast with some amazing offer or content and then get discouraged when business doesn’t immediately come rolling in the door.

We should approach our database communication plan as a process rather than an event.

With consistency the results you get from your database compound. Without it your results will likewise decrease exponentially.
Be conscious of the trap that comes from generating a respectable amount of business from an inconsistent communication plan. It may be enough to get you by, or perhaps even more, but add consistency to the mix and the game changes completely.

On a scale of 1-10: How consistently do you communicate with your database? (1= none; 10= 36 times/year)
Your Database Consistency Score:_______________

4. Compile your Scores – Take Action

Once you have rated yourself in each of the previous categories, it is time to take some simple steps toward improving them.

The biggest trap I see agents fall into (myself included) when it comes to the database is trying to take on too much at once.

To ensure that you see improvement from your database lets break down your next steps in order of priority.

The first category, build your database, is the highest priority. This is based on the logic that it really doesn’t matter how awesome your content is if you don’t have people to send it to.

The goal for now should be to even out your scores. So if your highest score was a 7, you want to get the other two categories to a 7 as well. Your scores are something you will be consistently working to improve over time, but it takes time so by first working to “level the playing field” you will be creating the foundation for greater improvement and results.

So to begin, take your lowest score and create a plan to bring it up to your highest score.

Put all of your focus on that and then move on to the next category until you have leveled them out.

Now instead of having to create dynamic content, add 500 people to your database and get everyone on a campaign, you only have to focus on one at a time. In the end this will be much faster than trying to attack them all at once.

Sample Touch Campaign for high engagement:

Complexity is the enemy when it comes to your database. Keep it simple, measure your results and make incremental improvements as you see how people engage with different messages, offers & content you put out.
Below is a SUPER SIMPLE campaign plan proven to produce massive engagement and provide people with the most relevant content that will generate business opportunities for you and keep them engaged regardless of their current real estate needs.

The Campaign (33 touches):

Monthly Email with New Seller Listing updates: (12 touches/year)

People love looking at houses and one of the great blessings of being in Real estate vs. other industries is that people have a natural interest in what we sell. Sending out notices of new listings is a very efficient and relevant way to remind people you are in real estate and spark conversations.

Monthly Email with Buyer Listing Updates: (12 touches/year)

Sending out your list of active buyer needs produces a very similar impact to sending out information on seller listings. It is very engaging material for your database that appeals to their curiosity and is also extremely simple to put together if you are using the MyBuyerListing.com system (learn how our system works here in a free demo). This helps to produce a consistent supply of seller leads and buyer leads as efficiently as possible.

Quarterly Market Update and Message of the Moment: (4 touches)

This includes highlights of key local market statistics and the message that is most important for people to understand right now. Where are the opportunities in the current market? What does the interest rate mean for buyers and sellers? Why is now the time to make a move? This provides the most current information to your database that encourages them to get into conversation with you about what it means for them.

Quarterly phone call: (4 touches)

With today’s technology it is relatively easy to get an email campaign up and running. There is, however, no substitute for real conversations with real people. As you get started simply calling the people in your database once every quarter is plenty sufficient. You will find that Real Estate becomes a natural part of these conversations so even if you just call to “catch up”, the key is getting in the habit of consistently calling your database. This will not only yield direct results but will also help increase the engagement of all the other components in your campaign.

4th quarter email/call for next year plans: (1 touch)

Before the calendar turns to the New Year, make it a point to call the people in your database and simply ask if they have any real estate related plans for the coming year or know anyone who does. This will help you to enter the year with a pipeline already in place and get ahead of the game. It is also a great time to be “top of mind as people get together over the Holidays and talk about their plans for the upcoming year!

Hopefully this has simplified the conversation of how to either maximize or get started building and nurturing a database that will consistently generate more opportunities for you to help people with their Real Estate needs.

Like most things it is relatively simple to do, the challenge is in breaking it down to actionable steps and actually doing them.
In this case the rewards far exceed the effort required and with this road map you should be able to enjoy the fruits of an engaged database faster and more consistently than ever before.

If you have not already checked out the solutions that MyBuyerListing.com provides, I would invite you to attend one of our upcoming DEMO sessions (click the link to see our upcoming schedule).

Journey On,
Brian Inskip
Founder/CEO
MyBuyerlisting.com

FacebookTwitterGoogle+

LIVING FREE

With the 4th of July just a few days away I’ve been asking myself a very important question:

“Am I living Free”

Am I actually exercising the freedom envied across the globe that was inherent with my birth in this Country?

I could have been born anywhere, but simply because of the latitude and longitude coordinates of where my birth took place, I am an American.

I am lucky. You are lucky.

The privileges we enjoy and the freedom available to us has come at a high cost throughout history and through the contributions of many great men and women.

As a Nation we have made huge mistakes and we are far from perfect today… yet just like each of us our Country is free to make those mistakes.

We are free to try and figure out the best way, pursue what is important and meaningful to us and build the life we desire.

We are free to do those things, but there is no law requiring us to.

We can live in this Country and squander the freedom, pass on the opportunities and take for granted what many people in this world would and have died to have.

To Live Free I believe there are 3 crucial things you must do:

1) Be Grateful
Take a little time to look around at the world and realize just how fortunate we are to be here and have the freedom we have.
Get perspective on what it has cost to have and protect our freedom. We enjoy it today because of those who have come before us.
Express your gratitude. It is easy to sling some mud and voice our opinions about the things that aren’t perfect or just plain broken, but
this should be accompanied by recognizing all that is good.

2) Be You
The greatest thing about freedom is you can be you.
If you have a dream, go out and live it.
If you want to be a certain way, be it.
If you want to do something, do it.
In other words pursue that which makes you happy – makes you feel alive.
To do or not to do, it’s all up to you.

3) Spread it
As I mentioned earlier where you are born is a matter of chance. It wouldn’t make much sense to be born into the privilege this Country
offers and not share it with the rest of the world, or even those within our boarders that don’t fully exercise their freedom.
This can happen in limitless ways, from building a shoe company that supplies children around the world with free shoes (TOMS), to
encouraging your kids to dream big and pursue their passions relentlessly.
It comes in having a dream, a vision, believing that it is possible for you and pursuing it.

I used to look at freedom and the opportunity in this Country through a foggy lens.
I believed that it all existed… just not for me.
Now having launched multiple companies, pursuing my passion daily of helping others find business success and life balance and doing it with no college degree or formalized training I am living it.
I stumble all the time, take things for granted, let the obstacles get the better of me at times.
At the end of the day I want to be able to say that I have freedom, and I lived it the best I could today and thank you to those who have made it possible.
Have a Happy and safe 4th of July!
Journey On,
Brian Inskip

FacebookTwitterGoogle+

Making S’more Progress for your Life and Business

 

I love a good campfire… I even love a bad one…  for so many reasons. You’re out in the fresh air, watching the flames dance, listing to crackle of both the fire and laughter of your friends and family. Unwinding beneath the stars, unplugged and enjoying an increasingly rare presence, it is truly a place of zen for me.

A few weeks ago, my family and I enjoyed our first fire of the season on a perfectly cool evening and clear Midwestern sky.

So what does any of that have to do with progress?

There is a whole array of implications, like having balance in your life, but I want to focus on one thing in particular that struck me on that evening.

As I’m relaxing and having a great time, eventually letting out that breath that tells the universe… you can’t bother me right now, I’m relaxed (if you don’t know what I’m talking about you need to go unplug immediately)

I’m thinking this can’t get any better, then… here comes the s’more stuff…

If you are unfamiliar with what a s’more is, it is a magical combination of fire roasted marshmallow sandwiched between graham cracker and Hershey’s chocolate… and they are amazing.

Normally, I am an avid “no desert” kind of guy; I’m just not big on the sweets.

S’mores however are a different story.

So I roast my marshmallow perfectly golden and am enjoying my s’more and I start thinking… since that’s what you can do when you’re unplugged by a campfire.

I’m passing the bag of marshmallows around and it hits me… at some point these didn’t exist!

Same goes for the graham crackers.

And the Hershey’s chocolate bar.

Even the campfire if we really want to go back in time.

I did some research and learned that no one really knows where s’mores came from or when they were invented. The first major appearance dates back to 1927 when the recipe appeared in a Girl Scout publication.

For the s’more to be enjoyed the marshmallow had to be invented. The first form dates back to the 1800’s, a century before the s’more came around. It wasn’t until the 1900’s that they made their way to the United States and the technology was developed to produce them for mass consumption.

Also in the 1800’s the Graham Cracker was invented by a Presbyterian minister as a solution to support a vegetarian diet.

Chocolate goes all the way back to 1900 BC but the first Hershey Bar wasn’t produced until 1900.

Each of the components that make up this tasty treat first didn’t exist, then existed in isolation as a stand-alone snack enjoyed by many and then found each other to provide the ultimate bonfire side dish.

I thought about how many people, throughout the course of history, have enjoyed the components that make up a s’more, individually, but had not been privy to the experience of putting them all together.

The point is this.

Each component of the s’more, the graham cracker, Hershey chocolate and the marshmallow, are all made up of individual ingredients.

Those ingredients had to be combined in new ways to create the familiar treats we enjoy today.

Then those treats had to be married together to create the s’more.

This is innovation… for those of you that have had a s’more, you know, this is progress.

But take notice at how long it took for someone to make that happen.

And it doesn’t stop there.

I grew up enjoying the traditional version of the s’more, which became widely known in 1927.

For most of my life I knew a s’more to be graham cracker, Hershey’s chocolate bar, and marshmallow.

Then on one particular camping trip with friends, again around the campfire, it was time for s’mores.

Except instead of Hershey’s chocolate bars, these friends had brought Reeces Peanut Butter Cups.

That took s’more to a whole new level in my book and is now my new standard.

The trap we often fall into is in thinking anything is ever complete, as good as it can be, optimal or otherwise.

There are always improvements that can be made, innovations to be unleashed, new ways to look at things… this is what History shows us, all the way from the s’more to the internet, space travel, mediacl care… you name it.

In the case of the s’more, what will be next?

Perhaps someone will figure out how to provide the same great treat in a healthier version…  maybe someone will be inspired by the concept of a fireside treat and bring something brand new to the “picnic table”… who know what will be next.

The only thing I am sure of is there will be something next.

There will be improvement, progress and better things to come.

With this perspective I would encourage you to take a look at buyer listings, check out our agent resource page to learn more.

Look at how we are combining great ingredients in new ways so you can enjoy s’more progress in your real estate business!

Journey On,

Brian Inskip

FacebookTwitterGoogle+

Don’t go for “no”… Find the “yes”

Have you ever heard someone say “celebrate the NO’s”?

I hear it all too often from people in every type of sales industry you can imagine.

Whether you look at Real Estate as a sales or service industry, this is definitely a phrase that gets tossed around pretty loosely.

It’s also one that I bought into for a number of years and consequently I missed the bigger picture.

leads

Now, I get that the phrase is implying that, through averages, you will inevitably encounter a certain number of “no’s” to get to a “yes”.

The “no’s” are basically a measuring device to know how close you are to a “yes”. I don’t really see a problem with that but if you’re not careful, this becomes a slippery slope and can easily undermine the overall goal of your activities.

At some point, you have to stop and evaluate the effectiveness of what you’re doing.

This applies to the marketing and advertising you do, the conversations you have, appointments you go on… everything. (I cover this in depth in my new book “Buyer Listing: A Revolutionary Approach to Real Estate Marketing and Lead Generation”)

If we celebrate the “no’s”, it’s relatively easy to never experience the need to shift…. After all you’re still winning right?

It’s easy to get caught in the trap of thinking that your just one more “no” away from that yes. That may, or may not be the case.
For example, if you are calling your database looking for referrals and you have received 100 “no’s” and not one “yes” I think we could agree that’s not very effective. That’s going to lead to some pretty long hours and very disappointing results.

Often times we assume it has something to do with us… our delivery or skill set.

I have found that rarely to be the case. A great delivery for an offer that has no value is still likely to fall on “deaf ears”.
On the other hand, even poor delivery with something of high value will often get a “yes” because they want what you are offering.

The problem is most likely either:

1) You have the wrong audience
2) You have the wrong offer/message

Neither of those two things are a cause for celebration.

If you shift your focus to finding a “yes” vs. getting “no’s” your world will change!

With this approach you build value for the majority of people that get your message or offer rather than the minority.
When they have already accepted the invite to “come into your world” and have received value from you, they are much more likely to engage you when their need for your primary offer arises.  In the case of Real Estate, when they need to buy or sell a home, or know someone who does.

To do this you need to have layers of offers that you can make to people but the goal remains the same:

What value can you deliver to them on a regular basis that they both want to receive and is relevant to your primary objective?

The reality is most people in the world right now do not have an immediate need to buy or sell real estate.
So the question becomes:

“What can I offer to those that don’t have an immediate real estate need that will keep them engaged and make sure when they do, they call me”?
In my new book “Buyer Listing: A Revolutionary approach to Real Estate Marketing and Lead Generation” I cover in detail one of the most effective ways I have found to accomplish this.

You will want a variety of offers, but you certainly don’t want to be without the ones I cover in the book.

You can get a free copy here, my gift to you.

The key in figuring out what offers you need is to put yourself in your audiences’ shoes:

What do they value?
What would be interesting to them?
What will they say “yes” to?

Keep in mind, it is usually not something they already have readily available to them. You want to offer something unique or exclusive.
That is one reason that the “Buyer Listing” offers I cover in the book are so effective. People can’t get it anywhere else and it has a direct appeal to this social world we live in today.

If you find yourself thinking “great, another thing I have to do” and this sounds like work, you would be right.
It is work.

The difference is that it is far less work than having to reach 100 people to get one “yes” (or whatever the ratio may be).
The work will be worth it.

Go for more “yes” and you will enjoy more freedom, more sales and have a lot more fun doing it.

Be sure to grab your free copy of my new book (retail $12.99) before they run out!

Journey On,

Brian Inskip

FacebookTwitterGoogle+