How to Drive Commission Growth

How to Drive Commission Growth

Hey, everybody. Coming to you live. It’s a little windy out here in Saratoga Springs. We have a little bit of a pep talk. We’re entering almost the fourth week of May and we’re firmly in the spring market, entering Memorial Day weekend. I hope you take some time with your family and friends to relax.

Now is the time, more than ever, that we need to be focusing on the two or three key activities that could really drive revenue and drive commission growth. Really move the needle and blow it off the charts in our business. For most of us,  that is going to be this: Creating great content. Implementing the marketing plan that we talked about to get in front of more sellers. To focus on driving listing appointments. 

Serve The Goals of Your Clients

The point of all marketing is to generate appointments, right? So we need to make sure we’re very intentional on the marketing campaigns that we’re launching. Cost-effective, and very focused on the message. Also again, providing value. How can we serve the real estate goals and needs of our clients, our prospects, and the people we work with?

Second is identifying the other activities that really move the needle. Right now that’s going to be getting in front of more buyers and sellers, creating more appointments, and signing more buyers and sellers to exclusive listing agreements and exclusive buyer rep agreements.

Third thing is focusing on negotiating and supporting the value and the interest of the clients we currently represent in those agreements. So, if we’re representing a listing client of a seller, we’re going to be focused on getting as much value as we can for them. Negotiating up with a unique selling point to their property. Focusing on the comps and coming at this from a data-analytical standpoint. Focusing on days on market and other competing properties, and reasons in which we believe firmly in the list price. Not trading away value just for a deal.

Remembering What You’re Working For

Sometimes we often get wrapped up in a deal, and we feel like we’re working for the deal when in effect we need to remember that we’re always working for our client, the seller. And we’re trying to maximize their value and reduce the amount of time it stays on the market while delivering a great and memorable experience. So, let’s not lose sight of that. While the deal’s important, our client’s interests, goals, and things that are important to them are paramount.

Let’s Drive!

So again, I hope this is helpful, guys. A little bit of a pep talk focusing on the two or three key activities that can really move the needle and drive your business. Get some momentum, and into the groove here as you head through the spring market, and entering the summer market which is just less than a month away. Have a great Memorial Day weekend! Hopefully you enjoy it, spend some time with your friends and family, and relax a little bit, but don’t take the foot off the pedal. Keep the gas down, focus on those things that really create a difference,

Thanks, guys.

What Are You Doing in 2019?

What Are You Doing in 2019?

I want to share something that was on my mind recently. What are we doing? What are you doing? What am I doing today, in this week, in this month, in this year to really invest in ourselves, our skills, our experiences, and in enriching our lives and investing in our futures? This takes deliberate, intentional thinking, and an effort and investment of time and also capital in order to do.

For example, what am I doing today, this week, this month, and this year to invest in myself, to further my career, my personal growth?. A couple of things. One, I’m finishing my graduate degree at NYU after putting it on hold for a couple of years as my businesses grew really quickly and I didn’t want to take the pedal off the gas. That’s going to be really helpful to me for a couple of different reasons, and I don’t like to start something and not finish it, so I’m really excited to be finishing that later this year.

I’m also attending two additional events that are going to be really helpful for furthering my new business that we’re launching here: this influencer business and education events training business in Nashville. And also another marketing event next week in Nashville, as well.

I also just purchased six new books on Kindle yesterday after reading an amazing article by this company that we’re working with on branding, called Brand Builders Group. Super excited about that. I regularly listen to several different podcasts in the area of self-care, self-improvement, fitness, business, and marketing.

I do all of these things for one reason. In my opinion, we’ve never really made it. We’ve never really learned it all. We have to always be a student of the world and wanting to further our knowledge, our experience, our understanding of the world around us. Find new perspectives. Travel is a big thing, too. I’m going to a couple of countries in Europe next month, three or four, to be exact, for a real estate event again, but also spending some time skiing and experiencing new cultures. I might go to Morocco, which I’ve never been to. I’m getting outside the comfort zone, like I talked about last week. We need to get outside of always working in the business and sometimes work on the business and on ourselves.

So my message to you is simple today. What are you doing today, this week, this month, this year to invest in yourself, your knowledge, your future? How are you going to push the envelope? Don’t be scared to put in time and money into these things, because that’s what’s really going to get you to the next level. It’s going to be more enriching, too. It’s going to allow you to grow and scale at a better rate. So don’t be afraid. If you’re on the fence wondering if this event that costs quite a lot is a good investment, just do it. If you’re scared about traveling to a country where you don’t know the language, just do it. Find a way around it. There’s resources. There’s abilities to do this. People do it every single day. So don’t be scared to do that. Invest in yourself and your future, and watch the dividends be paid for years upon years after that.

“Where focus goes, energy flows.” – Tony Robbins

“Where focus goes, energy flows.” – Tony Robbins

Think about that. It’s a very poignant quote and I think it’s very telling too, because where we place our focus, our emphasis, where we put our energy, is really informative of the results that we actually achieve. Oftentimes, especially in this business, in real estate, we’re pulled in a lot of different directions. We wear so many different hats on a daily basis, from marketing and sales to accounting and client service, to just the minutiae of the everyday inner workings of being a real estate agent that we can lose focus on the activities that truly move our business forward.

Today let’s discuss what are those top key activities, right? The ones that really can help us move the needle, generate more revenue, and really explode, better yet… exceed our goals in 2019.

What are your goals for 2019? Let’s also look back to see if you achieved your goals for 2018. And if you didn’t, that’s fine. But what’s not fine is if we don’t diagnose the problem, if we don’t understand why those goals weren’t hit, we’re doomed to repeat it. And again, it often comes down to where we place our focus that dictates the energy and the results that we ultimately achieve and realize.

2018 was a significant year for my real estate business. We were just recognized yesterday at our company meeting, over 80 agents in upstate New York in our territory and over 30 counties as being the number one agent and the number one team for closed sales last year. The reason I share that with you is because it often times people don’t see what goes behind the scenes, right? What goes on to get to that end result.

I learned that the hard way in the first couple of years of my career, I would spend a lot of the time doing the things that didn’t necessarily really grow my business. And it took me, again almost burning out a few times, when we see we’re working 100 hour weeks, where we’re not getting the sleep we should or running around managing 40 different clients relationships, lists, expires, contracts, all of the above that we couldn’t see why we weren’t seeing the results we set our minds to, that we focused on.

Now, they can see the award and say, wow, that’s great! But understand, this was years in the making. This took a lot of teamwork, a lot of hard work, a lot of determination, and a lot of focusing and realizing that I couldn’t do everything myself. If I was going to try to wear all those hats on a daily and weekly basis, I was going to hit a wall at some point. I wasn’t going to be able to grow and scale to a way that will really allow my team to serve more clients with the same level of service and marketing to generate the same superior results that we’re known for.

We get to a point where I believe where we have to evaluate what are the most important activities to do as a top producing agent, an aspiring top producing agent or a team leader that will really move the needle.

Here are the key strategies that really allowed us to reach our sales and revenue goals, and ultimately led to the award for my team. I’m bringing up my award because it’s not simply theory. These are the strategies I use everyday to focus my energy, focus my team, and execute as a top producing agent.

 

  • Be purposeful in your lead generation
  • Build a top producing brand
  • Deliver world class service to your clients

 

Lead Generation

So you’ve probably heard a lot of different tactics and things that you should focus on as an agent, whether you’re a new agent, a seasoned agent, veteran or a team leader, etc. And oftentimes, it comes down to a few key activities that again, can make a meaningful difference in your business.

The first one is we always have to be conscious of business development. We’re always looking to grow our client list; the amount of buyers and sellers we’re working with at any time with the market. This comes down to really, really good lead generation. This is something that agents shy away from. Here’s a quick list:

 

  • Cold call prospecting to expired listings for sale by owners and other sellers
  • Home valuation leads to really create listing appointments
  • Working with maybe cold online leads, whether it be through a website like a Zillow or Trulia
  • Working with warmer leads. People in your network, right?

 

A lot of everyday agents under develop on this strategy. Whichever area you choose to focus on, a very large proportion of your energy each day and week should be spent on developing your business, lead generating, and growing your client list.

Building your world class brand

The second area too, that can really help you explode your business is focusing on building your brand. That’s the marketing arm of this. Not only do we have to be proactive in going after sales opportunities, but we have to be really adept at creating a compelling brand that will differentiate us in the eyes of consumers, buyers and sellers in our marketplace.

To do that, especially in this era of increased competition with all these different discount brokers, websites, more realtors in the market now are licensed in the United States really than ever before, at about 1.4 million is we need to be digital entrepreneurs. We need to run our own little media company, that can tell the world who we are, why we’re different, how we can generate better results. We couple that with a better level of service than the next eight people end up behind us and the marketing engine is turning. So to do that, we need to focus on building our brand, our personal brand in the marketplace.

World Class Service

The third area is delivering world class service to your clients. Delivering a level of engagement, of responsiveness, of meeting the needs where your client wants to be met on their terms and expectations. So that’s the biggest challenge that I sometimes struggle with is meeting people where they want to be and treating people the way they want to be treated.

So, maybe you have a client who prefers text message over phone calls. Well, you need to understand that it’s the expectation from the outset, right? Maybe you have a client that wants to be spoken to every week or two weeks, just for a simple check in, even if there’s nothing to report. That’s a priority and that’s sometimes not always easy and can fall through the cracks when we get really, really busy.

So we need to focus on delivering world class service to our clients for two reasons. One, we want to create raving fans, not just quasi-satisfied customers. We want people to go and tell all their friends and all their friends’ friends, “Hey, you got to work with this guy. If you’re looking to sell your house, he sold our home in a month for six percent over the average and it was a seamless, risk-free transaction. I couldn’t recommend him more highly.” That’s the type of testimonials and reviews we want our clients to be giving. You want to know why? Because that is the best source of the first strategy: Lead generation. That’s the best source of developing and finding new clients out there to work with.

Do you want to know why raving fans are so valuable? Because there’s no barrier of trust. Getting over the bar is low because they already trust the recommendation from a friend.

The other reason we want to do that too is because we want to create a reputation in the marketplace that is predicated on delivering great service and experience for our clients and great sales results. And why is that? Because reputation always precedes revenue. We need to remember that we’re not going to be able to scale our revenue, our income, and our impact if we don’t first focus on our reputation.

Without a strong reputation for service and results in your market, you’ll never achieve your goals and you’ll never get to that point of income, revenue and reputation that you aspire to.

We’re in the second week of the new year. I want to make sure that we’re really focused on placing our energy where it counts to execute on our goals for the year. Starting off strong in your market where typically people are still coming out of the malaise of the holidays and the stupor of all that. Too much eggnog and food!

You know, we’re very much focused in the trenches on our business and I hope you guys are, too. We’re actually really busy now. We’re excited to be, because we’re focusing those those three areas we just talked about.

Lead generation on a daily and weekly basis. Constantly being mindful, building our brand and creating the impression and stepping up to that impression for how we want to be perceived in our market. And three, delivering world class experiences in service to our clients so they become raving fans, not just satisfied customers.

Drop me a comment below or direct message if you have any questions, I’d love to be a resource for you as you grow your real estate business. And again, we’ll check in with you soon. Have a great day.

Let’s Go 2019!

Let’s Go 2019!

As we bring in the new year, I hope everybody’s had a great holiday and is getting revved up to start the new year off on a strong note. Today, let’s send-off 2018 and start an entirely new year. This is your motivator. This is the pep rally to make sure that you start this next year with the enthusiasm, purpose, intention, and resolve that is necessary and required to make 2019 your best year ever…in every area and in every sense in your life!

Let’s Go 2019!

Have you taken stock of how amazing your 2018 was? Have you looked at all of the achievements and impact, the abundance, the wealth, and the value that you created this past year?

 

Now is the time to do that if you haven’t and if you have…do it again.

 

You want to know why… because now is the time to celebrate.  We need to celebrate every bit of the work we’ve done because you put in the time the effort and the dedication to make sure that your goals were achieved and that you moved closer to your vision for your ideal life and dreams. How often do we go through life constantly focused on the destination and the goals without celebrating the process and the small victories?

 

The small daily habits and actions that we take such as being on my 5am call every morning. You see these small things build into larger habits which spill into bigger shifts in mindset. These small things then create momentum and inertia, which creates Massive Action. These small things which compound over time and start to move the needle. These small things then create other collateral opportunities. These small things create an entire current that starts to flow and evolve and grow into an Unstoppable wave barreling toward the future.

 

Let’s make sure we celebrate today. Let’s celebrate this year’s end. Let’s celebrate what we have to be grateful for right now. Our health, our wealth, our family and friends, our relationships, the abundance we’ve created, where we’re going, where we’ve come from, who’s with us, and who’s not. We are here to celebrate and we are here to realize our dreams.

 

I don’t know if you’ve noticed this, but we live in a time and age unlike any other. The access we have to resources, distributed exposure channels, capital, relationships, investors, and business opportunities is unlike that of any other time in the history of mankind. There’s never been a better time to build a business, to start something new, to grow a brand, than right now… today. This moment.

 

What are you doing to realize your dreams now, today, and tomorrow?

 

Let’s go out there and take that business plan that you made for next year and tear it up. Let’s go out there this week and Let’s 10x that business plan. Let’s start to expand it out from your core business to other areas as well. Let’s start being prepared and being ready with capital on call…and let’s start to be proactive as we head into an increasingly uncertain market and time both economically and politically.

 

Let’s be armed so that we can fight against the current of uncertain market reactions and be the one strong swimmer against the current, seeking and seizing opportunities.

 

We need to start thinking bigger and have a grander vision. Give ourselves a chance to outshine and outperform even our own expectations for our self. That’s why we need to 10x everything in our life. I’m a firm believer in this, and it’s not about actually multiplying your business or your goals by exactly 10 times, it’s the exercise of thinking that way, expanding your universe, your framework of thought and realization, so that if you had a 2x or 3x improvement, that’s massive change! That’s massive growth that compounds over into the next year and the next and before you know it you’ve created a tsunami! A wave of momentum and inertia toward your goals and your vision.

 

I couldn’t be more excited and pumped for this next year, by what’s on the doorstep staring me in the face through the eyes of opportunity and how ready, willing, open and excited I am to seize every bit of it…to keep pushing the envelope, to keep expanding my vision, to keep stretching my ambition and impact.

 

I want all of you to come with me on this journey, let’s do this together. No excuses no apologies no explanations for why we need to think this Big and why we are expanding out our vision for a massive life of contribution achievement and Impact, let’s get ready…let’s make today, this moment count! Let’s get ready for the best year of our lives in 2019 and commit to making sure that happens. Who’s with me?? Let’s get excited! Let’s get revved up and let’s turn the corner on 2018 and let’s blow it out of the water in 2019!!  Who is with me? Comment YES below!

 

Let’s Go 2019!

Your First Hire When  Scaling Real Estate  Business

Your First Hire When Scaling Real Estate Business

Hey guys, Keir Weimer coming to you live here. So, today we want to talk a little bit about a pretty important topic. We all encounter the same kinds of problems. both new agents and those that are becoming more seasoned, that are really growing their real estate brokerage practice, that are starting to scale up and produce more and more volume. And that is, as agents we wear so many different hats in this business; from marketing and sales to advertising and accounting, to management, to objection handling, to operations, to all the other different things that go into the behind-the-scenes production of a busy real estates agents business, we find it difficult to focus on the really important work.

 

When I look back at my experience, when I was a single agent just starting out about five years ago, before I started this team, and really grew it to be the number one team at our company several years over in our region, I was encountering the same things as well; meaning, I was working harder and harder, I was working more hours, I was living in the pain of having to manage all these different needs. 30 clients, another 20 to 30 buyer relationships, all those different hats I just mentioned, and working 80, 90, 100 hour weeks. I was starting to get burned out.

 

And that time for me came about 18 months into the business; at that point I really knew that I needed to do something. I needed to free up my time, so I could focus more energies on the relationships that truly mattered to me; my friends, my family, and my business relationships and clients. I needed a solution.

Your first hire

I needed to hire my first employee. I needed to start to delegate and outsource some of the things that go into my day and allow me to really step back and focus on some of the key revenue producing activities that agents should be focused on.

 

Today let’s talk about that because I know a lot of people feel the same pain, which is, who is that first hire? When is the right time to make it? And how do we give up the control and also take on the expense, right? So we’re getting over the fear of bringing in our first employee.

 

The first employee should always be an admin or and assistant. For me that first hire was an Executive Assistant, her official title. She came on after about a year and a half in the business as a single solo agent. And it changed the trajectory of my business and my practice. What it did was allow me to really focus on the three to four key activities, the things that would really allow me to scale and grow my business. And that was focus on building the list of inventory; more appointments, more at-bats, if you will, with sellers, signing up more clients.

 

Two, it allowed me to focus more on being a really high level marketer. So I could focus on, at a problematic level, marketing my clients properties in a very effective way.

 

Three, it allowed me to focus on negotiations; bringing parties together. Writing, negotiating, and closing on contracts; whether we’re representing buyers or sellers.

 

Now the first decision again, to hire that assistant was a tough one. I was bringing on a salary now of $35,000.00 a year. I was giving up control in some of the areas that I had always been responsible for in the details. And for me it was challenging because I am very type A, very high detail oriented. I liked to be in the details and in the trenches. But I knew that if I wanted to continue to scale and grow I would have to do this.

 

You see, we have to. We get to a certain point where if we don’t, we’re going to burn out or we’re going to reach a ceiling. There’s only so many hours in the day and the week and we’re not really able to scale and consistently maintain a level of service and marketing results for our clients unless we do this.

 

It’s really critical and what I recommend you do is write a really effective advertisement. When you get to that point when you’re starting the anxiety and the stress of this business, when you’re being torn in so many different ways, when you can’t do past a certain amount of transactions a year without feeling like you’re simply on that hamster wheel, right? On the treadmill. This is and should be your first major investment in yourself, in your business and your future; and that is hire that admin, hire that assistant.

 

Typically, depending on your market, the salary is going to range anywhere from the low end of say about $30,000.00 to the high end of about $50,000.00, $55,000.00; again, depending on the market and the level of experience of the candidate and the general job responsibilities of what they’re doing.

 

So, again, you’re going to want to consult a few different sources. I’m happy to share what I did, my job description, some of the terms of employment, what the employment offer looked like: job responsibilities, duties, et cetera. If you’d like, just drop me a comment below or send me a private message; happy to share with you a resource.

 

But remember, that first hire should not be another agent, that’s usually your second hire. It should always be an admin or an assistant to take off some of the back office Admin duties. The paperwork, the MLS entries, the data input, the transaction management, the putting together listing packets and CMA’s. We need to streamline the workflow. Focus on what we’re really, really good at, which as a top producing agent, it’s marketing, sales, and negotiations. Right? Those should be our focal activities.

 

Again, if you have any questions, please drop a comment below, shoot me a message, or just reach out directly here on our Facebook page or on our website as well, which is www.keirweimer.com.

 

Again, I’ll talk to you guys soon. Have a great rest of the week!