Hey everyone, I've got a question for you:

What are your standout moments when working with buyers?

It's vital to consider the service aspect of our job: Service is what we do for our clients, while hospitality is about how we make them feel.

We are essentially in the hospitality business, aiming to create emotional, “WOW” experiences for our clients that leave them saying, "Wow, I can't believe what you just did for me."

These are the moments that lead to referrals and repeat business.

Let me share three examples of “wow” moments that can enhance your buyer representation business.

First, implement a pre-meeting questionnaire: Just like when you visit a doctor, send your clients a short questionnaire ahead of time. Let them know it will help you serve them better. If they don't complete it, suggest arriving 15 minutes early to the meeting to fill it out. This simple step can improve your...

Are you actively farming your own neighborhood?

It's a straightforward marketing strategy that many agents overlook. So, why should you consider farming your own neighborhood?

Well, it all comes down to the fact that people prefer doing business with those they know, like, and trust, especially when they share a common bond.

When you live in the same neighborhood, potential clients are more inclined to choose you as their REALTOR. However, this won't happen if you're a "secret agent" – someone they don't even know lives nearby and can serve them.

To get started, you need to establish yourself as a local expert.

How?

Begin by introducing yourself through a letter or postcard. Let them know you're a resident and express your interest in being their preferred REALTOR. Share your credentials and accomplishments to give them confidence in your abilities.

Next, demonstrate that you're an active agent....

What's the top reason someone might sell their house in the next 12 months?

A recent study just unveiled the number one motivator for people moving in 2024…

…and it's all about craving more space—not just square footage but room to breathe.

A whopping 38% of respondents cited this as their primary driver for considering a change.

Another big one is being closer to family and friends, a universal priority. Job changes and the overall cost of living in one community versus another are also high on the list. Then there's the desire to snag a better housing deal or explore different neighborhoods for financial reasons.

Surprisingly, there are a couple of unique motivations emerging: Some folks want to live in areas that align better with their social views, which is a new trend.

So how can you approach this topic sensitively?

Here's one approach: Share a social post stating, "One of the top reasons people are...

Congrats on meeting with a "For Sale By Owner." But what comes next? How do you stay engaged with them over the typical four to six weeks it takes for them to decide to list with a REALTOR—something that 92% of them eventually do?

Allow me to share a handful of strategies to maintain contact during this critical phase. It all begins with obtaining their permission for follow-up. Consider something like this: "While I'm not here to ask about listing, I can provide valuable insight on your competition. Want to know which listings are your peers' top choices? I'll send you the info, and I'll even pinpoint your strongest rival.”

Another approach is offering a full Comparative Market Analysis (CMA) or, as we term it, a Total Market Overview (TMO). If they mention having received CMAs already, you can explain the difference by saying, "I offer a TMO—Total Market Overview. It covers the national, state,...

I've got three pieces of great data for sellers:

First off, the number of offers per listing sold has rebounded to three and a half, moving up from the previous high of five and a half offers last year.

This drop was influenced by rising interest rates, but recently, we've seen a resurgence in the number of offers.

Next, let's talk about pending home sales, which have been steadily increasing over the past three months.

These numbers have been consistently on the rise.

And then there's the excellent news about sales prices.

They've not only recovered to where they were in June of last year, which marked an all-time high for U.S. home prices, but they've actually surpassed that level by a considerable margin. It seems like this upward trajectory in prices will persist.

So, if you're considering selling your home, this might be the optimal time to do so. Looking back at the past decade, it's quite...

The impact of climate change is becoming increasingly evident through natural disasters worldwide. In my market alone, 2,700 homes were lost to wildfires, including three duplexes that I owned. Recent events like the devastating fire in Maui have left hundreds homeless.

How does this relate to real estate? Well, it's directly tied. Amid this destruction, we, as REALTORS, have an opportunity to step in and provide assistance. While it won't be an immediate transaction, it can help us build lasting relationships founded on genuine value.

So what's my suggestion?

Reach out promptly to your entire sphere of influence. Capitalize on the awareness generated by these incidents. Say, "Given the current wave of natural disasters, many clients have requested a quick update on their home value to ensure their insurance coverage is adequate. I've already prepared this report for you, and it took just a few minutes. If you're...

Did you know that around 40% of business in most markets involves relocation?

This means people are moving within or out of your area due to various factors like jobs, financial changes, or retirement. In today's market, most relocations are motivated by necessity rather than choice.

To tap into this market, let's focus on strategic steps:

First, ask yourself if the term "relocation" appears anywhere in your marketing. If not, add it today: business cards, website, personal flyers—everywhere. Make it an SEO-friendly part of your business model.

Next, think about what your web pages convey about relocation.

Do you offer a downloadable relocation kit or area videos? Here's a top tip: Create a YouTube channel specific to your market. Share videos about the top 10 TripAdvisor-recommended things to do in your area. Link it to your website for engaging content.

Consider where relocators frequent—hotels, RV parks,...

I've got a story from my trip to Boston with my wife. While our son was in summer camp, we embarked on a delightful foodie tour of Little Italy, guided by an amazing teacher turned tour guide. He shared the rich history of the area, led us through fantastic shops, and treated us to mouthwatering cuisine. Toward the end, he pulled off a brilliant move relevant to your real estate efforts.

As we basked in the afterglow of a satisfying tour, he proposed a group photo. After the snap, he asked, "Who wants a list of all the restaurants we visited today? Just give me your email, and I'll send it over."

We all gladly obliged. Upon reaching home, his email contained the promised picture and the tour's culinary highlights. Here's the genius part: he added a well-placed plea for a review, taking advantage of our post-tour excitement. We promptly provided a glowing review.

He went further, offering even more value. For...

Hey folks, let's step into my DeLorean and journey back to January 1st. Time to take a look at what you've achieved from then till now. Join me as I walk you through a self-evaluation of 10 pivotal actions.

First off, calls. Have you connected with everyone in your database? A quick chat or two?

How about personalized texts or DMs? Opting for video texts is even better.

Emails - have you sent individual, meaningful emails to each database entry? And what about bulk emails? Regular newsletters, monthly or more?

Are you leveraging audio snips? Those small audio messages can make an impact. And video messages? The personal touch goes a long way.

Speaking of impact, client events. Have you hosted any this year? If not, consider it. Networking meetings also count.

Have you engaged in one-on-one conversations over coffee or meals? How many times a week?

Now, let's talk about social media. Are you consistently posting five...

Hey guys, what if I told you that today may be a better time to sell your home than even last year when rates were 4%?

Let me give you the data (and a script you can use):

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“According to the National Association of REALTORS, home prices are now only $4,000 away from their all time high last June, and we are at 11% less inventory than we were at that time.

The other great thing that is happening in this market is that sellers are now back to getting 100% of our asking price on average in our market. And get this: 37% of sellers are selling for over full price.

So this is a market that is a great market for sellers in most price bands. If you're thinking about selling, I'd love to chat with you. I'd love to have you send me a text or a quick call.

Let's talk about what it might look like for you to put your home on the market.”

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That's the script I want you to use. That's the script I want you to put out because...