The real estate industry is always transforming. With the development of new technologies, real estate professionals are adopting tools that provide competitive advantages in serving today’s consumers at the highest level.
In Texas, as physical open houses are now lifted from quarantine, I’m being asked: “should I continue my HOSTED virtual open houses?” Answer:
A recent study from the National Association of Realtors showed that 92% of buyers use the internet to begin their house hunting quest, driving home the vital need for real estate professionals to have an active online presence. If you’re not active, engaging, and?networking online, then you’re missing out for you and your clients.
A new standard has been set. Today’s sophisticated seller will select those agents offering both. HOSTED virtual open houses leveraging Facebook, Instagram, or YouTube will extend your reach and pull in more potential buyers. It also saves the modern-day consumer time. Schedule your hosted virtual open house just like a physical one:
- Select the date and time (with virtual, you can A/B test some non-traditional times.)
- Create the event – dark post, for instance – on Facebook.
- Invite the neighbors and your prospects
- Host the event LIVE or as a GUIDED virtual tour – with you as the guide, of course!
JPAR agents are equipped and have the skills to deliver innovative marketing and expanded reach in today’s market.
“We must embrace all means to help buyers and sellers feel confident and secure.”
What other innovative marketing does the JPAR real estate professional have at their fingertips? Consider – among many others – just these three:
→ KvCore Property Boost- cost-effective and produces rapid results
→ Dark Post Facebook, Insta, LinkedIn, or Twitter ads: using squeeze page from kvCore.
→ Leveraging a listing farm with REMINE and Buyside? is more cost-effective than direct mail and produces faster results.
The famous?Peter Drucker?said it well: “because the purpose of business is to create a customer, the business enterprise has two – and only two – basic functions; marketing and innovation. Marketing and innovation produce results; all the rest are costs. Marketing is the distinguishing, unique function of the business.”
As a real estate professional, your marketing defines and communicates you and your brand. So my challenge today is, how’s your marketing? A few things to consider:
- Is it easy to contact you and your real estate practice?
- Is it easy to schedule an appointment?
- Are you set for social? How many platforms and why or why not… consumer-based!
- Pinterest Boards
- Google – My Business Page
- A hyper-local content strategy
- YouTube Channel featuring local businesses, amenities, and events
- Seminars: first time buyers; investors, 1031 exchange
- Go to team
- Professional photography and tours
- Clean up and fix up team
- Tracking and measuring all of your efforts for effectiveness
- HomeActions Newsletter powered with predictive AI
- Nurture campaigns
- Handwritten notes
- Gift baskets
- The post-closing relationship for life?
- Do they know you care?
If you’re looking to up your innovation and marketing game – join us – it’s easy. www.jparrready.com
My Dad was a Navy man early in his life, and when he passed away, I was able to read his journals from that era and review some of the Navy material in his memory box.
One of the pamphlets he kept was “Surviving In The Water, A Sailors Guide.” I can’t imagine being overboard in the water, and the nearest lifeboat is 100 meters away. Yet, during this time of crisis, we’ve set the intention to be a “virtual lifeboat” for our JPAR family and others. We all need that lifeline, especially in times of crisis.
So how do we keep our business and our lives afloat during a crisis? Running our lives, operating our real estate practices these days, looks different for all of us.
People are doing the best they can, but these times aren’t without emotional and financial struggles. This isn’t a time to reach out and ask for business, but to be a resource.
Check-in with your tribe, prospects, and past clients.
Share credible stories and information on financial assistance and timely news updates, like:
NAR Resource For Property Owners
Keeping Current Matters
Your Local University –?Like Texas A&M
It’s always been an excellent strategy to be the “HUB” for your tribe, yet now more than ever, this is our time to shine as professionals who care about people first.
Adhere to state and local guidelines when running your business.
It’s more important than ever to keep your business in compliance. Like we say here at JPAR “Do Your Part. Have Patience. Stay Safe.”
Pivot and Adapt.
Embrace the uncertainty and take this time to adapt. That comes easier for some of us, yet we know it’s a critical survival skill.?Redesigning your comfort zone has never been more critical.
Focus on your business strengths and evaluate weaknesses. We have the gift of time now more than ever before. While it’s easy to go down the rabbit hole of social media and news coverage, focus on productivity. Tap into virtual listing appointments and buyer consults.
- Who needs the most help in your community? Help support and promote.
- Look up your favorite local restaurants and businesses and share their posts on social media.
Get on camera
- Create a one-to-one video.
- Use Zoom for group video chat, virtual happy hours with your neighbors, past clients and sphere. ??
- It’s time to dig deep and get creative, like:
- Host a live video tour and virtual open house, send email blasts or pay for professional virtual tours or video marketing for your active listings.
- Create and drop off “care packages” with toilet paper, hand sanitizer, and or more.
Sharpen Your Axe
Dig into your CRM, practice your presentations, refine your marketing, refine your social media strategy, figure out how to use Zoom, and FaceTime for listing presentations and buyer consultations.
That stack of books you’ve piled up and haven’t read yet??Start now.
What about those dialogues and conversation tracks you haven’t quite mastered??Jump on the David Knox library?and then Zoom with a partner and practice. Even Julie Roberts and Richard Gere practice their scripts!
Tech skills you’ve wanted to learn.?Take an online course?like the Real Estate Playbook and your CRM offering.
As I said on today’s –?Quarantine Relief Series??– being intentional has never been more critical. Tough times don’t last yet tough people do!
Not sure about you, for me, it is overwhelming to see how the world has come together in this crisis. As McChensey, Covey, and Huling wrote so well in the “4 Disciplines of Execution,” when you have “singularity of focus,” the trivial gets minimized.
Yet, for me, it’s also a paradox, the dichotomy of our lives right now as we push forward in adapting to new work routines, new ways of connecting, and new ways of contributing to our communities. At the same time, we watch first responders, doctors, nurses, and even the local grocery store staff pour their hearts each day into serving others. It’s been inspiring to see the greatness in humanity.
This week at JPAR, we started a free series called the 8 AM club. The intention was to help our associates, staff, and business partners adapt to new routines, new ways of working and delivering empowering messages to help adapt during this time of transition.
On Monday, Seth Denson shared the power of a solid foundation. “Did You Build It Right?”
Tuesday, Tanya Waymire shared “How You Choose To Show Up Is Everything.”
Wednesday, Jose Ruiz shared the science of “Being Intentional.”
Thursday Germaine Gaspard shared a powerful message about: “Know This: What You Are Becoming Is What You Are Doing.”
Friday, we capped off the week with Sylvia Marusk, who shared: “Stress – the Silent Killer.” Getting Out Of The Stress Response & Getting Into Restore & Rest.
The series is just one step we are taking to ensure our JPAR associates, staff, and partners don’t just survive – they thrive.
Next week’s theme? How to deal with things when they go out of control.
If you don’t like it, change it.
If you can’t change it, change the way you think about it!
It seems we are all spending a lot more time sharing, talking, and communicating on video platforms and social media. This virus event will change us in ways we’ve never imagined. Yet here’s what I know – we are all in it together.
As I was thinking, just a few weeks ago, most of us would say, “we don’t have the time!”
Time is currency.
And now we have all the time in the world. What will you do with it?
Here are a few action items to consider:
Throw out the OLD rules
One of my favorite movies – Apollo 13 – has a scene where ground control is calling up a new procedure for the astronauts. “Aquarius this is Houston, we’d like you to rip the cover off your flight plan!”
Your 2020 business plan just changed, and I’d like you to rip the virtual cover off your plan and write a new procedure.
At JPAR, we have written a 21-question digital business review, now is the time to dig into that review and rewrite the plan.
First, make sure your database is ready to support you and your growth. My surveys show 50% still work off sticky notes and spreadsheets… now is the time to get organized.
Second, find a market that fits your selling style. Then, find an area ready for your focus. Hyperlocal expertise will never be more important. Be a specialist, not a generalist.
Third, leverage video. A bad video is better than no video. Consistency and value are key.
Fourth, social media. Be helpful. It does not need to all be about business.
Fifth now is not the time for marketing as usual.
- Leverage the free resources at KCM and NARConsider starting a FB group for your neighbors, moms’ group, guys groups.
- Host a weekly happy hour or weekly virtual meetups
- Send texts, calls, or ten handwritten notes a day – thinking of you, how about you doing, is there anything I can do to support you?
- Pause the door-knocking & flyer drop-offs
- Use FB groups as a way to be helpful not to sell yourself
- Turn off or update any automation
Build a solid ROUTINE
One size does not fit all! You’re probably tired of hearing the same old line… do these four things in the morning. The truth is my routine may or may not work for you.
There have been a lot of successful people over the centuries of human history. And if you look at just a few of them, they certainly don’t do the same things. But what they do have in common are daily routines, something that they do day in and day out, without fail.
The key is finding the routine that works for you.
In his book, “The Miracle Morning,” Hal Elrod outlines the science, system, and secrets of a powerful routine, even if you are not a morning person! One of the most powerful concepts I learned from Hal is to “set your intentions before bed!”
You know that feeling of connection when shared goals and interests bind us together? During this time, there has never been a greater need for connection, for services, for innovative solutions.
Wants and needs are all around you. We know the problem; can you provide the solution for your sphere of influence?
One example – a JPAR agent is featuring a virtual interview each day on Facebook with a local business owner that has a drive-through, delivery of drop off services.
Rely on EXPERTS to strengthen your voice
Separating charged emotions from facts and data is an essential skill these days. One of the best ways to amplify expertise and convey calm is to leverage other voices of authority.
One of the best is my good friend Steve Harney, Founder of Keeping Current Matters and, of course, our National Association Of REALTORS?.
And of course, we can all review reliable information from national sources such as the Center for Disease Control (CDC)
PASSION OVER PERSUASION
Do you find yourself getting mired in detail of this crisis? It is not uncommon – as I recommend above – to surround ourselves with technical experts and forget the power of human nature.
Crises are not solved with reason and data alone. We must never forget we are first and foremost humans with emotions. We have families and lives outside of deeply important work. When we lead with empathy, we demonstrate dedication and compassion for those we serve.
There you have it. Time is currency. And now that we all have some extra time, what will you do with it?
Throw out the old rules; build a new solid routine; rely on the experts to strengthen your voice and remember the most: your strategy matters and your passion rules!
Have you ever wondered if success in life is ultimately determined by our response to hardship and failure?
How is that some people release their survival mentality and embrace the opportunity to use hardships to heal, grow, and help out while others do the opposite? In this article, I intend to deliver three ways to move from survival to thriving.
At its core, all businesses are just people carrying out an idea, solving a problem for a profit. It’s never the other way around; for instance, there is no idea so big that it doesn’t need people to make it succeed. Investors know this, hence the saying “Bet on the jockey, not the horse.” A great jockey is a great role model.
The tale of two real estate agents… in one of our nearby communities, a real estate agent is suing the local municipality over the shelter in place restrictions. The mayor posted – naming the agent – that at this time, he is having to redirect his energy and resources to the lawsuit rather than be entirely devoted to the crisis. The community is “virtually running the agent out of town” while slamming him all over social media that he cares more about selling homes than the city.
I’m not judging here, as citizens it is our right to use the legal system… it’s not about right or wrong. Who knows, maybe the agent will win the battle, yet you and I know he has already lost the war. I would not model my business after this agent.
Contrast this to James Sharp, one of our JPAR top producers based in Plano, Texas. James and his team have adapted quickly to virtual showings, virtual listings and becoming resourceful in advising buyers and sellers on what they can do in this market like:
- Continue to work virtually on mortgage pre-approval
- Virtually consult with him and other professionals
- Continue to research and stay informed
- View listings online
- Giving back – serving the community where there is a need
A perfect model to thrive in today’s market. What makes me proud of our JPAR associates is I could name 100 others – like James – that have emailed, texted, or shared via zoom how they are serving their communities at this time while still virtually serving the needs of existing clients.
Those of you who know me personally, know that one of my favorite quotes is:
“Once You Choose Hope, Anything Is Possible.”
In his book “The Hope Quotient,” Ray Johnston reveals a revolutionary new method for measuring and dramatically increasing your level of hope.
Hope is more than a feeling; it’s the by-product of seven key factors. When these factors are present in your business, they cause hope to thrive.
Factor 1: Recharge Your Batteries.
Nobody does well running on empty.
Factor 2: Raise Your Expectations.
You don’t get what you deserve; you get what you expect.
Factor 3: Refocus on the Future.
It’s time to throw away your rearview mirror. No one goes forward well when they have an unhealthy obsession with looking back.
Factor 4: Play to Your Strengths.
Be yourself; everyone else is taken.
Factor 5: Refuse to Go It Alone.
Never underestimate the power of support. Even the Lone Ranger had Tonto.
Factor 6: Replace Burnout with Balance.
Burning the candle at both ends isn’t as bright as you think.
Factor 7: Play Great Defense.
Avoid the five toxic hope killers that can threaten your future.
What are those 5 Hope Killers?
- Bitterness and resentment
- Worry and anxiety
- An unhealthy obsession of looking back and comparing
- Past failures
What practical steps can you take to improve your defense?
- Never make big decisions when you’re down.
- Respond to bad news in resourceful ways.
- Shake it off and step up.
Johnston explains how building these seven factors of hope into your life will increase your hope level dramatically and will free you and fuel you to catch a fresh vision for your future. And when that happens, anything is possible.
Now fair warning if you go to buy the book, Johnston is a devout Christian. I believe in our constitution and the freedom of religion – it’s one of many things that makes America great. Now I’d like to share I have friends and associates from every faith and of no faith. I respect their freedom, and they respect mine.
“More than education, more than experience, more than training, a person’s level of resilience will determine who succeeds and who fails. That’s true in the cancer ward, it’s true in the Olympics, and it’s true in the boardroom.” ~ Diane Coutu
According to Coutu, resilient people possess three characteristics:
- A staunch acceptance of reality;
- A deep belief and associated values, that life is meaningful;
- An uncanny ability to improvise.
She states, you can bounce back from hardship with just one or two of these qualities, but you will only be truly resilient with all three. These three characteristics hold true for resilient organizations as well.
Coutu goes on to say, resilience is a reflex, a way of facing and understanding the world that is deeply etched into a person’s mind and soul.
Resilient people and companies face reality with staunchness, make meaning of hardship instead of crying out in despair, and improvise solutions from thin air. Others do not. This is the nature of resilience!
There are obviously more than three-ways to survive and thrive, yet a good start is to find great role models, create more hope, and build your resilience. Let’s get started today!
- Today’s smartphone has the same computing power as the whole US government in 1983
- 3D printing is the only technology where a more complex object doesn’t cost more to make
- The average lifespan of an S&P 500 company has gone from 67 years to 12 years today
- Autonomous driving cars will prevent 30,000 road deaths in the US alone
Exponential growth does not just apply to technology, large or small firms. Exponential growth applies to you and me.
One of the most influential books I’ve read. The book is just 36 pages long yet is packed with practical insight and action creating motivation.?It’s called You Squared?by Price Pritchett.? It is basically an instruction manual for taking a quantum leap in your business and life.
Pritchett states “we don’t have to be content with incremental, gradual change through the application of hard work.? Rather, we are capable of an explosive jump in performance at an accelerated rate, and it requires less effort.” How?
Here is a summary:
Quit Trying Harder?– Trying harder only produces incremental gains.? A quantum shift is an elegant solution requiring less effort.
Ignore Conventional Approaches?– A quantum leap requires an abrupt change in behavior. It requires finesse over effort, simplicity over complexity, a new paradigm and a fresh perspective.
Think Beyond What Common Sense Would Allow?– Quantum leaps require “uncommon sense.” Rethink your thinking.? Violate the boundaries of the probable.
Suspend Disbelief?– Act as if your success is for certain and proceed boldly.
Focus On Ends Rather Than Means?– It is crucial to have a clear picture of what you want to accomplish.? Solutions will appear. Draw the map as you go.
Rely On Unseen Forces?– When you focus on the clear picture of what you want to accomplish and move confidently toward it, unexpected and unknown resources materialize.
Choose A Different Set Of Rules?– You can never avoid risk, you can only choose which risks you will take.? Risk believing in yourself.
Trust In The Power Of The Pursuit?– Dreams begin to crystallize into reality when they are pursued because the world behaves differently when you go after what you want.
Seek Failure?– Unless you are willing to fail, you will never have the opportunity to test the limits of what you are capable of accomplishing.
Get Uncomfortable?– Quantum leaps jerk you out of your comfort zone.? If you aren’t experiencing discomfort, the risk you are taking probably isn’t worthy of you.
Open Your Gifts?– There are unused gifts waiting to play a role in your quantum leap, open them.
Fall In Love?– Create a dramatic dream that goes beyond the ‘reasonable’, and then allow it to become your “magnificent obsession.”
Make Your Move Before You Are Ready?– You don’t prepare for a quantum leap, you make it… and then you fine-tune as you go.
Look Inside For The Opportunity?– Everything else that’s needed comes from?inside?you, not from anything outside you.
If you choose to take the leap, I invite you to consider what area of your business is holding you back?
Maybe it’s hiring an assistant; maybe it’s outsourcing that new digital ad campaign you desire but don’t have the skills or time to pursue; maybe it’s delegating your files to a transaction coordinator? Whatever it is, one or more of the principles Pritchett presents, I suspect resonates with you, so…? just do it!
Take the leap… and see you and your business take a quantum leap.