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Danny Griffin – Real Estate Agent Coaching Training – Your New Boss?

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Real estate agent coaching training tip by real estate agent coach Danny Griffin

they seek an education

So who’s in charge of your business? Is it you? The company you work for? A coach? I’m certain that you’ll push back and demand it’s you of course. You certainly aren’t the type to let somebody else push you around and tell you how to do things! Right?

But wait a minute..before you get all worked up for a fight, let’s consider that maybe we need somebody to be holding us accountable. However, who we allow to lead us is critical. This week I kept seeing a common theme about questioning who was offering up advice and whether or not that advice was even correct.

You see, when real estate agents endeavor to improve their business, like many other entrepreneurial types, they seek an education. They look for a company, a coach or a successful agent to learn from. They copy the lessons they see and maybe improve their businesses or not.

literally changed the way

Lately, it strikes me that there may be an even better teacher.

The consumer.

Think about that for a moment. Over the last 10 years, the business world has gone through a dramatic change as the Internet has literally changed the way that business must be done…yes, I said must, because the consumer is demanding it.

Reflect upon how you go about buying anything these days. I’m sure you’ve done your own research online before you make a purchase. I do enormous amounts of seeking and searching for information, in fact, the last time I decided to buy a car, I did so much homework that I knew more about the car than most of the sales people at the store.

So where does that leave us as real estate agents? In big trouble if we don’t pay close attention to how the consumer goes about buying or selling a home. Let’s first discuss the shift.

so now what

I suppose we can thank Realtor.com for opening Pandora’s box by publicizing the Multiple Listing Service. What was once private access to the proprietary inventory of brokerages and agents suddenly became public. Now it took a while for the consumer to really beat a new path, but once they started, they would never return to seeing the real estate agent as a necessary first step with their newly found online access.

So now what? Beg for business? No…just adapt.

For years the real estate agent had the power over the consumer to the extent that they had to come to you to gain access to what they really wanted. Now they have direct access; any time, anywhere. You can go kicking and screaming that you’ve lost control, but I say you better welcome your new bosses and make them feel special.

Not that it wasn’t always a great idea to be customer service oriented, think Nordstrom and Mary Kay, but now you have to become a real estate concierge just to win the chance to do business with the consumer.

So how do you begin to do that? Well, suffice to say, there are many ways, but I’ll get you started in the right direction with the two most critical steps that I learned from the boss.

two most critical steps

First, map out a strategic marketing plan to find the consumer you really want and offer them what they want for free. My personal plan includes Instant Access to Homes for Sale for home buyers and Instant Access to Homes that Sold for home sellers.

Next, and perhaps much more important, is to build a strategic and systematic concierge follow up plan. If you thought that the best you could give away for free was instant access to the information, well then perhaps you’re in even bigger trouble, because that’s just the warm up act for your new boss.

If you really want to be a successful real estate agent in the eyes of the consumer, then become a real estate concierge. Give your best service throughout the entire process and your boss will reward you greatly!

 

To get your Free Report and Video Training with a PDF exercise which will teach you how to get better quality leads, convert them faster and earn now money and receive these tips directly via email, Register Here at the home page: TheRealtyClassroom.com

About the Author Danny Griffin

-Danny is a real estate agent coach and mind set expert who pursues his passions as an active, top producing real estate agent and coach who believes in simple plans. He is also the founder of The Griffin Realty Group, The Realty Classroom and Free Thinking Tools; however, he’s most appreciative of his wife and 5 kids for tolerating him!

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Danny Griffin – Real Estate Agent Coaching Training – The Big Rocks!

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Real estate agent coaching training tip by real estate agent coach Danny Griffin 

what would you do

If you were going to bullet-proof your real estate agent business, what would you do? Would you build a strong referral business? Would you hire a bunch of other agents to form a team? Would you specialize in one market or would you expand into multiple areas? Perhaps you might seek some guidance from somebody that seems to have figured it out already?

Whatever it is that you decide to do, you might want to step outside of your business and look at small businesses in general. I know, I know, all the pundits want to tell how high the failure rate is. They want to scare you into thinking that there’s some inherent, incurable disease that effects small business entrepreneurs like us. Ridiculous. Do you know how many big businesses started as small businesses? How about most of them!

how’d they do it

So all you have to ask is a simple question: how’d they do it? I’m sure that like all of us, there was somebody that woke up with the dream of working for themselves and wanted to do it their way no matter what the consequences may bring; to live or die by their own business sword.

While that’s definitely the right attitude and fire to start with, you must beware that bravado is not a good business plan.

So what is?

an empty jar

Why not start with a jar?

That’s right. Start by seeing your business as an empty jar that someday, when it’s all going right, that jar will be filled to the brim and overflowing with success. However, right now, over next to the jar, are all the pieces that have to fit in; and yes, there’s a lot of them. How in the world will you ever get all of them into your jar…now you’re starting to feel overwhelmed.

So hold on tight while we get started with a simple first step.

Drum roll please…

the big rocks

Put the big rocks in the jar first: A simple marketing plan and a simple follow up plan.

You see for any small business that endeavors to succeed, these are the two legs upon which it must stand.

Just focus on a geographic market that has a proven track record of actual sales, come up with your best offer and start letting people know what it is through as many of the least expensive mediums you can find.

Next, have a system for servicing these people as they start to take you up on your offer. Most of them are not nearly ready now, so be prepared to work for free until they are. Period.

If real estate agents would only focus on these two big rocks until their business was steady and predictable, then we see a lot more happy people make a great living helping people get through a process that really matters.

The moral of the post: Stop wasting your time chasing all the small, shiny objects until you sweat the big stuff that will make or break you!

About the Author Danny Griffin

-Danny is a real estate agent coach and mind set expert who pursues his passions as an active, top producing real estate agent and coach who believes in simple plans. He is also the founder of The Griffin Realty Group, The Realty Classroom and Free Thinking Tools; however, he’s most appreciative of his wife and 5 kids for tolerating him!

To get your Free Report and Video Training with a PDF exercise which will teach you how to get better quality leads, convert them faster and earn now money and receive this tips directly via email, Register Here at the home page: TheRealtyClassroom.com

 

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Danny Griffin – Real Estate Agent Coaching Training – Effective Agent?

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Real estate agent coaching training tip by real estate agent coach Danny Griffin 


The Tragic Real Estate Agent

It’s such a tragedy.

So many ready, willing and able real estate agents champing at the bit to help home buyers and sellers. Filled with dreams of success and the natural high of helping people with the largest financial and emotional transaction that most people will ever make in a lifetime, these agents set out each day to make a living in real estate.

All that enthusiasm puffs the agents’ sails as they run headlong into the wind. However, just as suddenly as the journey begins, it hits a few snags. The wind is a little too strong, the rain a little too heavy, the rocks much too jagged. Yet there’s hope. There’s a beacon of light as a few home buyers and sellers begin to emerge.

Scared of losing them, the real estate agent plows forward and cozies up real tight. The consumer hears about all the great things the agent will do and the world class service that will follow. What the agent doesn’t realize is that the majority of the would-be clients are not quite ready to make a real move, leaving the agent mystified as to what went wrong.

Not Enough Money

You see, this scenario plays itself out everyday in the real estate agent business resulting in a dismal, below-the-poverty-line commission income result; a harsh real estate reality.

Yet there always seem to be a few highly effective real estate agents that have figured it out; however, most of them look tired and never seem to be taking any time for themselves. Neither extreme really looks appealing.

So why not consider having all of us step back for a minute and look at our businesses. Let’s get a consultant involved. I choose to introduce you, posthumously, to Peter Drucker and his concept of the Effective Executive. Peter’s simple conclusion was that the effective business executive focuses on the tasks that must get done.

The First Pillar

So in the real estate agent business what really must happen each day?

Leads must be generated. You need them to survive. You need new names everyday. They are the names, email addresses and phone numbers that have the potential  to become clients. Yes, they are everywhere, so stop telling yourself that there’s a scarcity of people interested in buying or selling a home.

How do I know this? Because I was taught by one of the best real estate agents in the world how to open the doors to leads. As I’m putting this together I have 1,477 leads through a low cost, do-it-yourself, Internet based strategy that I began less than 1 year ago…and that’s only one tier of our lead generation strategy. (For all you doubters, I’ve taken a picture of the number and attached it here.)

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The Second Support

What’s the second pillar?

Follow up systems. Who cares how many leads you can generate once you figure that part out? The quantity doesn’t matter if you don’t build an impeccable follow up system to convert those leads into real bona-fide prospects who have told you whether or not they will be buying or selling now, later or never. (By the way, the quality of your leads is also critical and don’t be fooled into thinking it’s not.)

Once you know the answer to that simple question, you can segment your database and customize your follow up based on what the consumer says, not what you guess it should be.

Yes, you will capture many leads that give you bad information or that are never going to buy or sell with you; move them to the side. Stop trying to resurrect dead leads. It’s part of the process. Accept it. Furthermore, the reason for continuously cleaning your database is so that you’re constantly improving its quality. That’s how you allow more cream to rise to the top.

The Accelerators

So there you have it.

2 pillars of the Effective Real Estate Agent:

1. Consistent and never-ending lead generation.

2. Impeccable follow up systems to classify all of those leads as now, later or never.

If you start with those 2 disciplines, then you’ll begin to develop a more economy proof business.

If you want to really accelerate your success, then you should always be considering the best leverage for each pillar. For us, we think that buying the best quality software at the best price for lead capture and lead follow-up reminder systems is critical. I’m frugal, but this is where you don’t get penny wise and pound foolish.

Also, if you are not going to follow up with all of the leads you’re generating by yourself, then you can’t live without somebody helping you do it. Period.

So there you have the core strategy of how real, profitable real estate agents are more effective than the rest. Sprinkle in a solid work ethic and you will be greatly rewarded!

About the Author Danny Griffin

-Danny is a real estate agent coach and mind set expert who pursues his passions as an active, top producing real estate agent and coach who believes in simple plans. He is also the founder of The Griffin Realty Group, The Realty Classroom and Free Thinking Tools; however, he’s most appreciative of his wife and 5 kids for tolerating him!

To get your Free Report and Video Training with a PDF exercise which will teach you how to get better quality leads, convert them faster and earn now money and receive this tips directly via email, Register Here at the home page: TheRealtyClassroom.com

 

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Danny Griffin – Real Estate Agent Coaching Training – Like Nordstrom?

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Real estate agent coaching training tip by real estate agent coach Danny Griffin

Diagnosing the Problem

When we actually take a moment to reflect on the biggest obstacles in the pathway of the wannabe successful real estate agent, we find the answers in what the consumer perceives to be our problem. Please first stop and reflect upon that for a moment and ask yourself a simple question: who are we listening to when diagnosing our challenges? The consumer or the latest business guru?

I’m certainly not suggesting that the body of knowledge put forth in the educational arena is not helpful, rather simply questioning whether or not we’re solving the problems that the consumer wants us to solve. However, before you say that you’re already aware of the principle of answering the consumer question of “What’s In It For Me?”, perhaps you should attempt to solve the most global issue first:` your own lack of communication and follow up.

Lack of Communication

Consistently, the lack of communication is mentioned as a serious problem not only in the real estate agent business, but in most, if not all, service businesses. Just think about your favorite places to make a purchase. For me, Nordstrom comes to mind. Every time I go there somebody is ready to communicate with me. Not sell me, rather ask how they may help me. When I’m browsing, they get it. When I’m buying, they close professionally and always walk from the back of the counter and hand me my purchase with a smile and a thank you. Always excellent and consistent communication. That’s the major reason I keep going back.

So what about us? We have an enormous amount of browsers. Yes we do. Don’t for one second think that you can’t quickly and magnetically attract plenty of them. In this modern era, whether you take the do-it-yourself or pay for browsers approach (a.k.a. leads, prospects) you will find them. However, the question remains, will you communicate with them at all and, if yes, will you do it thoroughly and consistently.

Committing to Browsers

You see, like Nordstrom, we have shoppers all the time and yes, like most real estate agents, we too have made the mistake of prejudging them before we ever contacted them at all. You know what that sounds like…”oh those leads are no good.” We’ve all fallen into that black hole.

However, how do you know that?

Did you take EVERY one of them and commit to at least making some form of contact to find out whether or not they would be interested in your services now, later or never? Once you separated out the “nevers”, did you offer all of the rest concierge level service BEFORE they ever committed to doing anything with you? If not, why not?

You see at Nordstrom, somebody along the way made that type of a commitment and created an entire culture around it. That’s why Nordstrom eventually became a brand known for customer service, also known as communication expertise, not necessarily clothes first.

So perhaps it’s time for you to make the commitment to the highest level of communication that you may offer BEFORE there’s a clear purchase signal, because all consumers start out as browsers who ultimately make a decision on who they’ll choose based on how they’re treated and followed up with.

 

About the Author Danny Griffin

-Danny is a real estate agent coach and mind set expert who pursues his passions as an active, top producing real estate agent and coach who believes in simple plans. He is also the founder of The Griffin Realty Group, The Realty Classroom and Free Thinking Tools; however, he’s most appreciative of his wife and 5 kids for tolerating him!

To get your Free Report and Video Training with a PDF exercise which will teach you how to get better quality leads, convert them faster and earn now money and receive this tips directly via email, Register Here at the home page: TheRealtyClassroom.com

 

TRCAug

Danny Griffin – Real Estate Agent Coaching Training – Variables!

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Real estate agent coaching training tip by real estate agent coach Danny Griffin

How Many Leads

As a real estate agent coach, I always get the same questions. How many leads do I need to be successful? How long will it take me to make money? If the answers were that easy to deliver, then I’d have stock answers that I’d spit back out so that everybody could get back to work and make it happen.

However, the truth is that they are impossible questions to answer. To prove my point, I simply recalled a term that I learned in Economics 101 in college. Whenever the professor was trying to make a point, he would invoke the principle of  ceteris paribus. Simply put, this meant that when trying to compare how one factor effects another, you must hold all other factors constant or equal. In other words, you had to ignore them.

Moving Parts

While this helps in an intellectual pursuit of economic theory, it can really hurt when living in the real world. Why?

Variables.

To show you how important this is in the real estate agent business, let’s return to the question about how many leads does it take to be successful. Let’s start by considering the marketing mediums that could be used to capture those leads.

Referrals. Sphere of Influence. Radio. TV. Direct Mail: Postcards; Flyers. Internet: Google; BING; Facebook; Craigslist; Kijiji and on an on.

Next, what will the message or offer say that will be used to attract the ideal type of lead; and of course we must assume that the real estate agent has even taken the time to discern exactly which geography will be focused on. The the offer must be written and by whom becomes a question that matters, because this is a variable where details are critical.

Once the offer is placed and delivered, the call to action must be simple enough for the lead to follow. Once at the next stop, the lead will be confronted with a potential landing page that further articulates the offer and asks for an exchange of information.

Now that a name, email and possibly a telephone number have been captured, that lead must travel into a software program that could perform an enormous amount of tasks depending on the programming; not the least of which is automating a follow up sequence that combines emails and prompts for people to call and email the lead.

The Organized Solution

We now arrive back at why the question is truly unanswerable.

Let’s consider the enormity of all the variables already considered and then toss in the wild card: people and their individuality.

Even if multiple people are following the same franchise prototype, it becomes an impossible task to standardize human behavior. In spite of intense training, it’s impossible to know how a real estate agent will perform and whether or not they will build the discipline to be diligent in the pursuit of lead conversion.

So what’s the point before we even begin to broach all the other variables involved once a lead has been contacted?

Stop looking for an easy answer to a ‘process.’

Like any business, the real estate agent business involves a process with an enormous number of variables that must be considered and never held constant or ignored.

So instead of asking how many leads you’ll need to be successful, start asking, ‘what are the most important variables to consider and how you can put them in the right order and perspective.’

About the Author Danny Griffin

-Danny is a real estate agent coach and mind set expert who pursues his passions as an active, top producing real estate agent and coach who believes in simple plans. He is also the founder of The Griffin Realty Group, The Realty Classroom and Free Thinking Tools; however, he’s most appreciative of his wife and 5 kids for tolerating him!

To get your Free Report and Video Training with a PDF exercise which will teach you how to get better quality leads, convert them faster and earn now money and receive this tips directly via email, Register Here at the home page: TheRealtyClassroom.com