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June going July, are just 2 of 12 months of total, limitless possibilities. It’s colder now, much colder and the winter solstice is just around the corner, 21st June to be exact.  We are almost on our way to the days getting longer and the nights getting shorter.  The time to find stock for springtime is NOW.  We all know that interest rates went up again.  Power seems a little more stable.  But seller stock levels may have stuttered, just a little.  But your attitude will determine your altitude.   The only thing that’s for sure is – like Gary Keller says – we have to operate according to the market that’s coming, not the market we’re in. Click here to read Marc King, President of Keller Williams on Back to Basics.

It All Starts With A Big Goal

If you know what you want to earn, you can work backwards from your big goal.  How many sales do you need each month.  What comm will you work on?  What GCI do you need to nail?  How long for the transfer to happen?  When will you earn?

Work It Backwards

If you then work out what numbers you need to hit daily with canvassing then start with diligent repetition today or tomorrow latest.  Not to be prescriptive but you need data. Without data you have no business.  There are just so many ways you can address this.  Creative thinking is your friend.  And make good friends with creative thinking.  Reach out to a Mega agent at KW for assistance.  Your MC or office should be able to assist. 

At KW Select we have all kinds of lead generation tools.  Website and peeps that work this all day every day.  Every single aspect of lead generation is a tick at KW Select.  As an MC want nothing more than to see our team fly in ways, they never dreamed were possible. 

Ignite Training from KW

But the best way to learn more about lead generation is through the KW Ignite training.  This training based on the MREA or The Millionaire Real Estate Agent actually teaches you how to perform some basic real estate fundamentals to ensure that you get to your best and quickly too.  Lead generation people is the lifeblood of our industry.  There are 3 stages to your business (leads, listing and leverage), but you knew that.  We call it the 3 L’s.  When you join KW Select you will be introduced to Ignite training and it will change the way you see your lead generation.  And we all know the importance of sourcing stock. It’s the lifeblood of your business. 

Your Script Or The Song You Plan On Singing

What script or what song are you singing?  It your script and your conversation consistent.  Are you being timid?  Are you too loud or too soft?  Too strong too OTT?  Practice makes perfect.  Does your conversation sound scripted because if it does you need more practice?  Know your conversation better than your signature on your next OTP.  Is it practised to perfection?  Have you read The Shift, written by Gary Keller?  Are you prepared for objections and do you know how to respond?  Are you controlling the narrative or is the narrative controlling you?  An accountability buddy works well here because we NEVER practice on our clients.  They are just too important so find a practiced groove and move.  If you need a copy of The Shift by Gary Keller, visit our website for more info.  It’s free and there is a ton of info there including scripts for different markets, tips, myths and so much more.  If you want to thrive through economic turmoil in SA read The Shift.  Get your copy here but we will cover this when you join KW Select.

Mix It Up

Try a little of this (Calling) and a little of that (WhatsApp’ing) and then a little of this (emailing) and a little of that SMS’ing.  Record each of these activities and track your results.  Keep it simple and start small.  But try and keep trying till you find something this or that until you find your very own recipe for success.  I say this because we are all born different and we all find our very own groove.  This is not a one size fits all recipe.  But the MREA presents all the results that you will need to find the perfect recipe for success. We are not proposing being different for the sake of being different, but know your numbers.

For Example

If you make 50 calls and you get 1 valuation that’s super.  That also means that your conversion ratio (Lead to Valuation) is 2%.  Divide your 1 valuation by your 50 calls. There is no cheat sheet here.  Cheat just a little and you will be cheating yourself out of a paycheck.  Hard graft and persistent repetition bring home the Bacon.  And who does not like Bacon?

If You Need 1 Valuation A Day And You Get It From 50 Calls Keep Going

Eventually, your diary will fill up while you meet your clients to provide them with the valuation you undertook to do.  Go all out, no shortcuts.  Skimping here will leave your pipeline flat or dead at some point.  Work hard and make it work. 

Block Time In Your Diary

If you can make 50 calls in 3 hours.  Block 3 hours every day and stick to the routine.  No wavering.  No distractions.  Focus on your 1 valuation.  Dial your 50 leads without fail.

What The KW Technology Does For Me As A Listing Agent

Yes, that’s right, the last time I sold a property was in Feb 2021.  I now work exclusively as a listing agent at KW Select.  And I managed to more than make ends meet and I even make it to Top 50 not as often as I need to but 1 thing I know is how to block my diary to ensure I get the results I need.

Block your diary block your time and nothing can come between you and that 1 valuation you are going for today.  Colour code your lead generation time if you need it but knuckle down and do the time so you can earn the commission.

Need To Double Down Or Push Just A Little Harder

Well, if it takes you 3 hours to make 50 calls and you need to build your pipeline fast and have the energy 1 or 2 days to really give it horns then do that.  If you need 7 valuations in 1 week you will need to put in 21 hours to find your valuations.

Mix It Up

If you have done a valuation and you paid the petrol and you gave the time to drive out and do your valuation, why not find a way to keep reaching out.  What I have tried that really works for me is a little thank you message on WA.  It really works and shows how much you valued the contact.  All sorts of little opportunities here including referrals and just plain gratitude.  If you called and got the valuation reach back in a few week’s time and touch base.

A Little Canvassing Tip To Secure Even More Stock

If you save a number on your phone resave the number in such a way that you can find your June Valuations quickly with a new message in say August or September.  The market will bounce and you know it so be there or be square.

There Must Be 100 Ways to Canvass And Source New Stock

Social media is on everyone’s lips and we will cover social media in another blog soon, suffice to say it is but 1 of the way you need to focus on sourcing stock.  It may also be a good idea to really sit and work this all out.  How much time do you need to:

Generate leads to find the stock you need to hit your big goal?

How do you plan to leverage social media?

When you generate the leads how will you nurture your leads.  Which KW Command Smart Plan do you plan to leverage?

What KW Command Tags will you leverage and why?  Plan it and do it.

How often will you touch your leads?  Will it be 3, 6, 9 or 12 months?  In fact on this, KW Command actually reminds you of scheduled tasks as part of a Smart Plan.  It’s impossible to miss a lead that turns if you work it to a carefully mapped-out touch strategy.  KW Command and the smart plans really are the bomb.

Have you Googled database fatigue?  Are you pressing too hard?  If you do not rest your data enough it will end up as an opt-out.  Go slow, but not too slow and not too fast.

Do you know everything you need to know about POPI? 

The KW Command Technology Is My Bomb

I just love that my business is future-proof.  And it’s great to know that the KW Technology is the best in the world.  It is the best in the world.  Once I have done a valuation I make sure I link my seller or even my buyer to a SmartPlan.  A smart plan ensures I stay in touch even when I forget.  And trust me with over 10,000 seller leads on my database the leads do turn.  I actually have a name for the leads I refer – these are my Command CRM leads.  And the 12:2 works better than you realise.  I am a big CRM fan.  CRM works.  I cannot tell you how many times a birthday message goes out with a response that simply says “I am ready now”.  When can you come and see me?  As a listing agent, that’s worth 20% to me.  I love the KW CRM modules via KW Command or My Edge, but I think I already said that.  Reach out and join KW Select.