Joining Keller Williams isn’t just a smart move for new agents. If you’re an agent who wants to work with the best, check out how Keller Williams can greatly benefit your career.
Interested in taking your real estate career to the next level?
Sit down for a business meeting with me by clicking here.
If you are looking to make a career as a listing agent, there is no better way to succeed than by joining Keller Williams.
Many people think Keller Williams is only for new agents, but some of the most experienced agents join as well. In fact, I joined Keller Williams when I was already an experienced agent, selling more than 40 homes a year. There are so many benefits to take advantage of at Keller Williams.
The first benefit is the training they offer. Learning how to hire, how to grow a real estate team, and how to find great lead generation strategies are just some of the valuable things you can learn with Keller Williams.
The culture is also a huge benefit to joining Keller Williams. Fellow agents want you to succeed and offer support and advice to help you achieve your goals. Imagine sitting around a table with top agents in your area who aren’t looking to crush the competition, but instead want to share their insight so you too can become a top agent.
"When you join Keller Williams you’ll get your own personal brand."
Keller Williams also has a capping structure you can save money with. One of our agents that recently moved over is saving $54,000 a year coming from one of our top competitors in Dallas. Imagine what you could do with an extra $54,000. You could hire an assistant or marketing person or even use it to spend more time with your family.
The final reason top agents choose Keller Williams is they get their own personal brand. Your name will be on the sign with your phone number. It’s about your business and your relationship with your clients.
If you think Keller Williams might be a great choice for you and want to take advantage of all the benefits they offer, give me a call. I would love to sit down with you and talk about your business.
Out of the top five dollar-producing activities you should be doing each day, going on appointments can mean the most profit for you by the end of the year.
Interested in taking your real estate career to the next level?
Sit down for a business meeting with me by clicking here.
In order to learn how to block your time effectively, you first have to focus on the top five job duties you need to do in your real estate business in order to ensure your success. These top five duties are:
1. Lead generating.
2. Lead follow-up.
3. Going on appointments.
4. Negotiating contracts.
5. Practicing what to say.
What I’d like to focus on today is #3, going on appointments. Let’s imagine that you went on one listing appointment per week and that getting that one listing appointment was your number one priority. In order to get that listing appointment, you might have to work five or 10 hours just to find the client that you want, then work a few more hours to prepare for that listing appointment.
One listing appointment per week equates to four listing appointments per month. Now let’s say that, conservatively, you could convert two of those listing appointments per month after a few fell through for any number of reasons.
Following this plan can net you close to $190,000 in your first year.
Two listing appointments per month would be 24 listings per year. Let’s say that only 75% of these 24 listings per year went to closing—18 total. If your average price on those listings is $400,000, for instance, that would equal $7.2 million in production. At an average of 3% commission, this $7.2 million would be $210,000 in gross commission income. What this means is that if you focus on making just one listing appointment per week, even poor results will yield six figures in your gross commission income!
At Keller Williams, we focus on this career growth opportunity, and our mission is to help you capitalize on these opportunities while adding value to your clients so that they work with you again in the future. We want to help you determine how to spend the least amount of money in the shortest amount of time in order to maximize that profit each year.
The best thing about Keller Williams is that the commission that we split with agents is capped at $21,000. This means that the money you would have made from the aforementioned year in gross commission would have been split 90–10 in your favor. This is one important reason that we teach our agents how to reach these goals each year.
If you’re interested in setting goals like this and finding ways to narrow down your focus in order to be the best at your top five job duties, give me a call or send me an email. I look forward to talking to you soon!
Lead follow-up is one of the most important duties a real estate agent has, and one that represents their best chance to achieve success. I have a system I want to introduce you to that will allow you to perfect your lead follow-up.
Interested in taking your real estate career to the next level?
Sit down for a business meeting with me by clicking here.
Gary Keller tells us that there are a lot of things we can do every day, but only five jobs that move the needle at a high level. Those top five job duties are as follows:
Lead generation
Lead follow-up
Going on appointments
Negotiating contracts
Practicing what to say
Today, I wanted to talk about lead follow-up. I feel like this is one of the best opportunities for real estate agents to achieve success. I say this because in my own experience as a real estate agent, I always had a lot of random slips of paper with people’s contact information scattered all over the place. Many times, those people may not have gotten the callbacks that they deserved because I was not adequately following up with all the leads I was generating.
You may be doing that in your own business—cherry-picking specific pieces of business that are easier at the expense of other pieces of business that are longer-term or require more development.
I want to recommend, then, a great system for following up with leads. The first step is to get a binder to store all of your hot leads. Buy a tab for each month, from January to December. Have a separate sheet for your leads that has contact information and a little bit of other information on the lead. Every time you generate a piece of business, make a lead sheet that lists the lead’s name, contact information, motivation, and time frame. Those pieces of information will let you know whether or not it’s a hot lead.
Once you’ve got that contact information written down on your sheet, hole-punch it and put it inside of the month that they’re planning to make a move. This doesn’t mean you’re going to wait to call them until that time; it just means that you’re categorizing your folder (or ‘lead book’) by the date that these clients think they’re going to make a move. For each month, on one day of that month, you want to call through the entire lead book.
If you’re not bugging them, you’re not helping them remember you.
In my conversation during this call, for example, I would want to know if the lead is still planning on doing what they said they were going to do when they said they were going to do it. Whether their answer is yes or no, I’d make it apparent that I want to keep following up with them and eventually schedule an appointment.
The reason I would want to keep calling them and telling them to follow up with me is that I want to be the person that they remember as their real estate agent of choice when the time comes for them to make to make a decision. It’s hard to be anyone’s real estate agent of choice if they can’t remember you.
Many times, people tell me, “Oh, we can’t call them that often—they already know to call me. I don’t want to bug them.” That’s a fatal mistake. By not bugging them, we’re actually not helping them remember us. If somebody tells me I don’t have to call them as often as I am, I tell them the reason that I follow up is so that they know they’ve got someone in their corner taking care of them. After that, I ask how often they would like me to follow up with them and how I should go about doing so.
Either way, I will still probably call them about once a month. If they’re getting closer to their move time, I’ll probably increase that to once every couple of weeks. Even if they tell me their move time has been pushed back a year, I would still call them pretty regularly. If you’re the guy who calls back, you will get the business. It usually takes between seven and 12 contacts to win business from someone.
What leads do you have laying around your desk that you haven’t followed up with recently? Try reaching back out to them and finding their motivation and time frame so that you can add them to your follow-up book. The reason I tell you to use a follow-up book is because I know that the best system is the one you’re going to use. Sometimes, the paper in front of you is the best way to get that done. I’ve used plenty of expensive software systems in real estate, and it’s easy to forget to insert data. In turn, we forget to use that data regularly. That’s not an effective system.
If you have any more questions about following up in your business or converting it, please feel free to give me a call or send me an email. I look forward to working with you soon!
