It’s Time To Put An End To The Winter Struggle - Episode #232

03/02/20 • 14 min

Are you in the middle of the winter grind and just feeling like you’re spinning your wheels? I get it. You might be like an agent I was just talking with where his cash has depleted. He is wasting a lot of time figuring out how he is going to navigate through the mess, what bills he’s going to pay and want ones he’s going to go delinquent on.

Real-life stuff here, right?

In this episode, I want to give you the courage to stay with it. I want to share three things you need to do to stay on the right track.

Working According to your vision, not according to your needs.

Often when we get stuck like this, we lose focus on our vision or our plans. In Agent Rise, we often talk about our three-pillar plan. When money gets tight, we often see a slip up with our mailings to our sphere, we stop our Facebook Ads, and some of us will freeze up. We can't do this, and instead, need to keep focused on our vision. I'll explain this and how to avoid it in this episode.

Don't get sucked into the shiny object syndrome.

When things are going your way, our first reaction is to make a change in our plan. This will veer you away from something that is about to work if you just stay consistent. By switching you will experience a switch cost that we talk about in detail in this episode.

The engine that needs to be running to dig you out of the hole you're in, all comes from MatchMaking.

You need to be diligent in finding your buyers the property they are looking for. Sitting back and waiting for it to happen will only keep you in this rut. Make it happen by finding the property for them. Anyone you are working to earn their business will see this, and chances are you'll compel them to work with you.

Resources and Links mentioned in this episode

21 Ways To Get Listings For Real Estate Agents
Head to AgentOnTheRise.com to check out my free masterclass!
Join the Agent Rise Facebook Group (free) at www.Facebook.com/groups/agentrise
To learn more about coaching, go to www.agentrisecoaching.com

Real-life stuff here, right?

In this episode, I want to give you the courage to stay with it. I want to share three things you need to do to stay on the right track.

Working According to your vision, not according to your needs.

Don't get sucked into the shiny object syndrome.

The engine that needs to be running to dig you out of the hole you're in, all comes from MatchMaking.

Resources and Links mentioned in this episode

21 Ways To Get Listings For Real Estate Agents
Head to AgentOnTheRise.com to check out my free masterclass!
Join the Agent Rise Facebook Group (free) at www.Facebook.com/groups/agentrise
To learn more about coaching, go to www.agentrisecoaching.com

Previous Episode

6 Ways to Create Inventory for Your Buyers - Episode #231

Getting a buyer’s criteria is only half of the equation—you also NEED inventory to matchmake them with. When there is very little inventory in the market for you to choose from it can be disheartening. You have to dig deeper and be creative with your search process. In this episode of Agent Rise, I’m going to share SIX ways you can source inventory to present to your buyers.

Option #1: Send out mailings in neighborhoods

The first way you can source more inventory is by sending out a mailer in a neighborhood you know your client is interested in. It can be a letter directly from the family or you as the realtor. Attach your contact info, state you’re interested in a home in the area, and let them know they can give you a call.

Option #2: Look at expired listings

Look at expired listings from 2012-2017 where the house sat on the market and didn’t sell. Send the owner a letter with the customer version of the MLS listing attached. Let them know you have an interested buyer and see if they’d be willing to let them see the house. They don’t have to list it, stage it, or get professional photos done—they just have to schedule a time the buyer can see it.

Option #3: Look at the FSBO market

Everyone wants to avoid these because you have to negotiate for your commission. But Zillow, Craigslist, and Facebook Marketplace are crawling with FSBOs. When competition is tight in the market like it is now, taking advantage of FSBOs is a great way to leverage the market. Listen to the episode for more details!

Option #4: Homes for rent

There are a lot of homes out there available for rent. They’re listed on Marketplace, Craigslist, and even Airbnb. You can send them a message and find out if they’d be willing to entertain an offer to buy vs. a rental agreement.

Option #5: Upcoming sellers

Someone reaches out to you about a potential listing, but aren’t sure they want to deal with the process. Obviously, you want the listing—but what if you can let them know you might have an interested buyer? You may not get a formal listing with them, but you could end up with a transaction you wouldn’t otherwise have had (or even 3).

Option #6: Nosy neighbors

We’ve all been there when hosting an open house and nosy neighbors mosey over to see the place. They mention offhand that they’ve thought about selling their house but aren’t ready yet. Take the opportunity and view the conversation as a job interview. Neighbors are easy inventory for your buyers. If you let them know you have a potential buyer, they might go from “just thinking about it” to “ready to sell”.

Never stop matchmaking

Hopefully, these 6 options have given you some ideas to forge ahead and continue match-making for your buyers. Everyone is struggling with inventory right now, right? But whenever there is a limitation on a market there is always an opportunity available. Listen to the episode for the full details on each option!

Outline of this great episode

[0:32] Creating inventory when the market is bare
[2:52] Option #1: Do mailings in neighborhoods
[4:12] Option #2: Look at expired listings
[5:47] Option #3: FSBOs
[7:31] Option #4: Homes for rent
[8:21] Option #5: Upcoming sellers
[10:30] Option #6: Nosy neighbors

Recommended Resources

How To Build A 6 Figure Real Estate Business That Eliminates The Commission Roller Coaster, Without Forcing Yourself To Do Things You Hate

Easy Agent Pro - to get a website like mine (neilmathweg.com) go to www.easyagentpro.com/oj
Shred Media - to take your digital marketing to next level go to www.ShredMedia.com
To hear more great shows like Agent Rise visit www.industrysyndicate.com.

Resources and Links mentioned in this episode

Head to AgentOnTheRise.com to check out my free masterclass!
To get my listing presentation tips, text “LISTING” to 44222
Join the Agent Rise Facebook Group (free) at www.Facebook.com/groups/agentrise
To learn more about coaching, go to www.neilmathwegcoaching.com
If you want to see my website as a REALTOR i...

Next Episode

How To Keep Going When Everything Seems To Be Falling Apart - Episode #233

The other day I had an agent ask, “How do you keep the balance/focus/abundance and positive mindset when one lead after another go the other direction.” She said, “I’ve had 8 potential deals "new solid leads" buy/sell or just a sell and buy etc. and recently they all start to fizzle out. Excuses start to come "Oh we are going to keep renting, oh we have decided to move next year now, Oh we have decided to just keep our place for the time being. Just really weird things but how do you keep the mindset of "abundance, there is more, keep pushing, the next deal will come".

The percentage of lead to close ratio is less than you think.

Most agents think they close 80% or more the leads that are pre-approved and ready to go. When the truth is the number is actually closer to 20%.

Dream Phase Just Got Extended

You’ll find that most buyers will come back, it’s only because their dream phase was extended. Some buyers will buy in the beginning of a dream phase, and some will extend their dream phase. Regardless, you need to stick with them throughout this process.

Continue to MatchMake

The first report is not the last report. When someone says they want to take a break. Understand that they pretty much just want to stop wasting your time, they want to hit the pause button on looking, but deep down the dream remains alive. Continue to search for them. When you call them acknowledge they are taking a break, but say, “I found this one and thought of you. I understand you’re on the sidelines, but I couldn’t resist at least letting you know.” Just don’t make the mistake of checking them off, and waiting for them to call you to re-engage. You just never know when the right house will kick start their search again.

It’s all about relationships

In the end, you have to realize that someone that has reached out to you to buy or sell has taken a very big step in the relationship department. To many of us have taken this for granted. It’s important that you stick with them.