Level Up - From Agent to Entrepreneur

Plan B: The New Business Plan

Coronavirus, the ensuing uncertainty and market volatility requires us to adopt an alternative business plan. 

Whatever business plan we created at the beginning of the year isn’t going to cut it right now. We need a plan for what we need to do right now to sustain our businesses. 

If we’re rethinking our business plans, what are the non-negotiable activities that need to be a part of them? What do we do to make sure when the crisis is over we come out of it running instead of crawling? 

In this episode, we talk about creating your Plan B business plan.

 

 

When we come out of this, the consumer is going to go back to demanding skills from their agents. -Brendon Payne 

 

Takeaways and Tactics

• Take a look at expenses and be really realistic about what’s giving you a return and what’s not necessary at the moment. 
  
  
• Our business plans need to include our routine, our activities and accountability.  
  
  
• Get in touch with past clients, centers of influence and your database. Stop thinking about it as prospecting, and see it as connection and support. 

How to Keep Making Calls During the COVID-19 Crisis w/Dale Archdekin

Despite all the uncertainties in the market at the moment, people still need to buy and sell houses, and if we conduct ourselves the right way, we could be the agents to help them proceed. How can we continue to make calls in such a sensitive time,  and is there a right way to handle our database’s anxieties? How do we know which contacts we should be nurturing during this period? On this episode, Dale Archdekin, Founder of Smart Inside Sales, shares how to keep making calls during the COVID-19 crisis. 

 

Don’t be tone deaf to people’s fears right now: we have to be sensitive and empathetic. -Dale Archdekin

 

Takeaways + Tactics 

• While we have to keep reaching out, it’s important we don’t come across as tone deaf. Be mindful of the challenges people are facing and speak with empathy.
  
• If an important announcement has just been made, go ahead with calls but offer to call back in a week or two with an update on the market. People are most anxious immediately after an announcement, so call them again in a few days, when their stress levels have stabilized somewhat.
  
• Ask potential clients if the only reason they’re hesitant to buy or sell now is because of the current pandemic. If we know they’d be willing to go ahead with a transaction if not for COVID-19, we can keep nurturing a relationship with them in the meantime.

 

At the start of this episode, we spoke about the importance of adapting our scripts to be as empathetic as possible during this time. We also discussed why it’s so important to stay productive during this period if we want to ensure our future in the industry.

 

On this episode we discussed:

• Why the current situation will make or break real estate professionals
• The importance of building rapport with our database now
• How to avoid pushing people into a business conversation

 

Guest Bio- 

Dale Archdekin is the Founder of Smart Inside Sales, a coaching and training company serving residential real estate agents and brokers. As former Director of Lead Generation for a top-5 Keller Williams Realty mega team, Dale was instrumental in more than doubling the team’s sales to over $200 million in just 3 years. Dale has been a residential real estate salesperson for close to 10 years now. He lives in Philadelphia with his wife, who is also a residential real estate agent with close to 10 years of experience, and their two amazing kids. Dale and his wife invest in real estate as well and real estate is their main vehicle for their retirement planning. 

 

To find out more about Dale, head to:

Smartinsidesales.com 

You can also email him directly at dale@smartinsidesales.com

Understanding The Shift That Has Happened

In a time of widespread confusion, concern and fear, it can be hard to put a finger on what has really shifted and changed, and how to respond to it.

What has really happened and what should we be focusing on in response? How does where we are impact how our clients will act and make decisions? 

On this episode, we talk about what the shift that’s taking place is actually a sign of, and what we need to do to win in this space.  

 

The key to developing and sustaining a good real estate business through turmoil is being the professional who brings certainty back into the conversation. -Greg Harrelson 

 

Takeaways + Tactics 

• If you’re hearing people’s legitimate concerns as objections, you’re going to come across as ‘salesy.’ This won’t work in this market. 
  
  
• Things change quickly, and the way of communicating a week ago might no longer be relevant to the current concerns of consumers. 
  
  
• Learn how to shift your listening and your activity in order to be prepared for what’s happening in the market on this episode of The Level Up podcast.

How to Differentiate Yourself as an Agent and an Entrepreneur w/Richard Raspantini

The real estate industry attracts a huge number of hopefuls each year, but the trick to being successful lies in differentiating ourselves from the crowd. How can we distinguish ourselves from the sea of cold-calling agents and build great relationships with clients when we’re new to the industry? Is there a secret to setting ourselves apart as great employers and how can we retain top talent on our teams? On this episode, President and Owner of HomeSmart Premier Living Realty, Richard Raspantini. shares how to differentiate ourselves and have lasting success in the real estate industry. 

 

To make a name for yourself in this industry, you’ve got to talk about real estate and invest in marketing. -Richard Raspantini

 

Takeaways + Tactics 

• Don’t be discouraged by being asked to call back later. Make a note of a more convenient time to call and act on it; at the very least, consistent calls can help us build relationships with potential clients. 
  
  
• Offer agents a no-fluff approach. We can attract top talent by having the right energy and maintaining authenticity and openness. 
  
  
• Help agents establish their own brands. We’re more likely to retain top talent by helping our agents develop themselves.
  

On this episode, we spoke about what separates successful agents from the rest of the crowd. We also shared insights on how to build an effective team with low turnover and spoke about the importance of building functional offices, rather than flashy ones.

 

On this episode, we discussed:

• Why marketing is non-negotiable for agents
• The importance of talking real estate whenever we get an opportunity
• Why we have to offer our agents more value than a high split

 

Guest Bio- 

Richard Raspantini is the Principal Broker, President & Owner at HomeSmart Premier Living Realty- the fastest-growing real estate brokerage in Long Island. He is also the owner of Goosehead Insurance Agency. Richard was named a Top Sales Agent every year from 2014 to 2018, and has reached Platinum Level Achievement. He prides himself on his no-fluff approach, and built his business organically by being authentic and passionate about helping others.

 

To find out more about Richard, head to:

https://www.linkedin.com/in/richardraspantini

www.HSPremierLiving.com

You can also call him on 917 716 9265

Or send him an email at rraspantini@hspremierliving.com

Send Richard a message on Facebook: https://www.facebook.com/richard.raspantini

How to Prepare for the Conversation about Reductions w/Jeff Quintin

No agent wants to have a conversation about reductions because they’re conflictual by nature, but it’s a good idea to be prepared for them. How can we protect ourselves from receiving all the blame when a reduction is required? What information should we be giving sellers upfront, and how can we maintain our credibility with the client? On this episode, team owner and agent at The Quintin Group at Keller Williams, Jeff Quintin, shares how to have the conversation about reductions. 

 

Price reduction conversations need to begin at the listing presentation. -Brendon Payne

 

Takeaways + Tactics 

• Don’t decide the price: As agents, we should be guiding the seller towards the most appropriate price, but it’s not our job to tell them an exact number. Give suggestions, but don’t take ownership of the price itself.
  
  
• Remind the seller that the market determines price. This isn’t about shifting the blame, it’s merely letting the seller know that the price depends on more than us. 
  
• Earn the right to reduce: If we want to reduce a price, we have to ensure we’ve been hands-on throughout the process. We lose all credibility if we suggest a reduction and haven’t been keeping in touch with the seller.

 

At the start of this episode, we spoke about why agents are so reluctant to have conversations about reductions. After acknowledging that these conversations are typically conflictual, we offered advice on how to approach and prepare for the topic with sellers in advance.

On this episode, we discussed: 

• Why we need to know what is - and isn’t - our fault
• The importance of mentioning potential reductions upfront with sellers
• When to advise a seller against changing the price

 

Guest Bio- 

Jeff Quintin is the Team Owner and Agent at The Quintin Team Keller Williams. Jeff has sold over 4000 properties in his career, and with a track record of selling over 175 properties a year, he’s known for being one of the most successful real estate agents in the United States. Jeff is also the host of “5 Best Time Hacks

That Changed Jeff Quintin’s Business Forever” Masterclass. 

 

To find out more about Jeff, head to:

https://www.linkedin.com/in/jeffquintinsuperteam

https://www.thequintingroup.com/agent/masterclass/

You can also find him on all social media at @jeffquintin

Email Jeff at Jeff@TheQuintinGroup.com

The Real Estate Agent Hasn't Been This Valuable in 15 Years

Many agents are concerned and anxious about what the COVID-19 epidemic is going to mean for the market, industry and our survival. What most people are underestimating is just how in-demand skilled, level-headed and experienced Realtors are. Why are agents going to be more valuable right now? What opportunities do we have in this market? On this episode, we talk about how we can give value and why this is a time of opportunity for agents who take the right actions. 

 

Right now, more than ever, we have the opportunity to truly make a difference in people’s lives. -Greg Harrelson

 

Takeaways + Tactics 

• When there’s uncertainty in the market, people default by turning to the professionals. 
  
  
• In a hot real estate market, most consumers will think they can do real estate stuff themselves. When there are obstacles and other concerns in the market, people will no longer feel qualified to handle real estate decisions. This is when they’ll seek out an agent. 
  
  
• Agents are going to seek out true leaders to get them through this.
  

 

Going On Offense, Not Defense

How do we step up as agents in a time of health concerns and uncertainty? How can we be the solution for our families and our clients?

That's the topic of today's episode, where we dive into the mentality we're teaching our agents to maintain in this time.

 

The Keys to Longevity w/Jim Fite

As business owners, we all dream of building companies that stand the test of time. How can we ensure our companies flourish well into the future? What can we do to stay exciting in the midst of changes in the industry? On this episode, President and CEO at Century 21 Judge Fite Company, Jim Fite, shares the keys to longevity in real estate. 

 

As leaders, it’s our job to recruit, train, retain and refer new talent. -Jim Fite

Takeaways + Tactics 

• Develop future leaders. For long-term success, we must empower our successors by investing in their training and education.
  
• No matter how well our systems work, remember there’s always room for improvement. We have to strive to do better every day, even when we’re already the best in our markets. 
  
• While the basics of running a business will stay the same for years to come, it’s vital we stay up-to-date with new trends in the industry. Keep developing new skills and offer training that keeps us relevant and exciting well into the future. 

 

At the start of this episode, we spoke about the importance of developing great leaders for the future of our businesses. We also mentioned that there are times business owners should make sacrifices to ensure the longevity of their companies.

 

We also discussed:

Why we need to create a culture of family in the workplace

How to help interviewees make more informed decisions on where to work

The importance of continuous training

Guest Bio- 

Jim Fite is the President and Chief Executive Officer for CENTURY 21 Judge Fite Company and develops the strategies and long-term goals of the company while ensuring daily functions are producing desired results to meet these goals. Forming the Judge Fite Charitable Foundation in 2017 to support real estate professionals in times of need is one of the many ways Jim demonstrates his passion to serve others and give back. All components of the core values are important to Jim with a special appreciation for developing people on a daily basis. Jim joined the real estate industry at 18 years old, becoming the youngest real estate agent in Texas’ history, with his interest stemming from his father and founder of the company, Judge Fite. Jim holds the real estate certifications of Graduate, REALTOR® Institute (GRI), Certified Real Estate Brokerage Manager (CRB) and Certified Residential Specialist (CRS), in addition to past recognition as Realtor of the Year by the Dallas Association of Realtors. Outside of work, Jim enjoys spending time with his wife Petey, positively impacting the lives of his grandchildren, and giving back to communities and charities across North Texas. 

 

To find out more about Jim, 

https://century21judgefite.com/about/leadership-team/

You can also call him on 214 502 0250 if you’re in the North Texas area, or email him directly at jimfite@judgefite.com

 

Other resources mentioned on this episode:
Traction by Gino Wickman

How to Execute Ideas Consistently w/Mike Puma

Lacking consistency is one of the biggest challenges faced by the real estate industry, and something that routinely holds agents back from reaching their goals. How can we break that cycle and become more intentional about achieving our goals? On this episode, Chief Marketing Officer at Century 21 Beggins Enterprises, Mike Puma, shares how to become more consistent in our businesses.

 

A big reason why so many agents are inconsistent is because they don’t actually want to achieve the goal. Make sure you’re pursuing a goal that makes you happy. -Mike Puma

 

Takeaways + Tactics 

• One of the biggest things holding us back from being consistent is self-sabotage. We have to be more mindful of our thoughts and pay attention to the self-sabotaging behaviors we display.
  
  
• To be more consistent, we need to know the motivations behind our goals. We can work this out by asking what we’ll do with money once we’ve earned it. If we aren’t already sure, there’s a chance that high income isn’t our real motivation after all.  
  
  
• We have to think about what brings a smile to our faces. If we’re pursuing a goal that isn’t making us happy, we’re not going to work towards it consistently.

 

On this episode, we discussed how people’s mindsets have the power to hold them back from achieving their dreams. After explaining that we need to think carefully about what our dreams are, we spoke about the importance of understanding the sacrifices we may need to make in order to accomplish our goals.

We also discussed:

• How to communicate with our sphere of influence more consistently
• Why we need to be more intentional with our scheduling
• The importance of being honest with ourselves about what we really want

 

Guest Bio- 

Mike Puma is the Chief Marketing Officer at Century 21 Beggins Enterprises. Mike is part of a team that considers itself not only a leading brokerage with ambitions to become the top Century 21 team in the world, but a media company dedicated to the real estate industry. Mike holds a degree in Business Marketing from the University of Tampa, and is one of the hosts of the Keeping it Real With Real Estate podcast.

 

To find out more about Mike and Century 21 Beggins Enterprises, head to:
Beggins3.com

https://www.linkedin.com/in/mike-puma-b6123110

And follow him on Instagram at https://www.instagram.com/themikepuma/?hl=en

And for the podcast, go to 

https://open.spotify.com/show/6muyYQYsTtcLTtKcs0AhS2

How to Invest Your Time More Wisely w/Melinda Elmer

Even if we’re new to business and have minimal funds, we are guaranteed to see results if we invest our time into the right tasks. Why is it so important to leverage activities to others and free up our time? Once we have a team, do we need to oversee their activities, or can we use our new free time recreationally? On this episode, owner of The Elmer Team at Century 21 Masters, Melinda Elmer, shares how to get a higher ROI on your time. 

 

When you hire a team, the goal is to let them do their jobs. You don’t have to hold their hand the whole way. -Melinda Elmer

 

Takeaways + Tactics 

• Start hiring people as soon as the inventory increases: We should never miss out on deals purely because we have too much on our plates.
  
  
• Let team members do their jobs. Once we’ve made a hire, it’s important to let our team perform their own roles so we can use our time more effectively.
  
  
• Remember that we aren’t hiring recruits to have more free time; we’re hiring them so we can take advantage of our freed up time to do more business. Invest time in income-generating activities. 

At the start of this episode, we spoke about the importance of investing our time in the right activities. After explaining why this is such an effective method of achieving great results, we discussed why we need to follow tried-and-tested systems if we want to see outstanding outcomes. 

 

On this episode we also discussed: 

 

• Why we need to be mindful of who we surround ourselves with
• The importance of knowing how to decide which tasks are urgent, and which can wait
• That we need to keep using the same systems if we want to see results

 

Guest Bio- 

Melinda Elmer is the owner of The Elmer Team at Century 21 Masters, and is ranked among the top 1% of agents in today’s market. Melinda has consistently been awarded the designation of top buyers agent and top listing agent and she has been recognized for her outstanding achievements by the Women’s Council of Realtors. She is a multi-year recipient of the prestigious Los Angeles Magazine’s Five Star rating.

With an ultimate goal of complete client satisfaction, Melinda has surrounded herself with an experienced team of highly skilled professionals who work together to ensure that our buyers get the best deal and our sellers get top market value.

 

To find out more about Melinda, head to:

https://melindaelmer.c21.com/ 

https://www.linkedin.com/in/melinda-elmerc21/ 

 

You can also call her on 562 316 2915 

Or email her at melinda@theelmerteam.com

Books mentioned on this episode:
Three Feet From Gold: Turn Your Obstacles into Opportunities! By Sharon L. Lechter and Greg S. Reid