If you missed the live webinar, watch the recording to strengthen and adjust your team’s growth strategy for the rest of the year.
(Readers: You may need to log in to watch the full session.)
Scroll to the bottom to download the workbook, spreadsheets, and other resources for this webinar. 👇👇👇
1. Market Insights
Providing these four key metrics to your agents, helps them understand how they will effect and drive the market and your agent’s performance for the rest of the year. As always, find your LOCAL numbers to show alongside the national trends:
Inventory trends - is inventory rising, how fast, and what does that mean to both sellers and buyers as they consider the pricing, terms and positioning of their properties/offers in the last two quarters of the year?
Absorption rate - how long does it take for new inventory to sell, and what’s the impact on pricing strategy, marketing options, terms, negotiations and carrying-costs for your agents’ budgets?
Market Velocity (DOM) - how fast are buyers purchasing properties, and what impact does that have on your team’s offer-strategy, negotiations and concessions, and marketing plans for sellers?
Average Sales Price (not list price) - what’s happening at the closing table, not the marketing phase, and what does this mean for making effective offers, positioning properties to sell within the absorption rate, and setting expectations with consumers?
2. Assess and Adapt
We went over two cool spreadsheets to help you guide your agents through personal business planning for the rest of the year.
The Personal Business Budget Planner (The What-If Planner) - this spreadsheet will help agents adjust their income goals, and plan their activities for the rest of the year. Discover how many contacts, appointments, sellers, buyers and average dollar volume you need to manage before the end of the year to reach your goals.
Personal Business Mix Planner (The Simple Math) - this spreadsheet provides clear insights into the proper mix of LISTINGS and BUYERS agents should have a reasonably sustainable and profitable career. Adjust the data to fine-tune specific sales strategies for the next quarter - or the next year.
Both are powerful tools to help agents assess what’s happening now in their business and adapt to what they’ll need to do to finish the year strong.
Download them below! ⬇️
3. Getting Ahead before the End of the Year
There are four skills agents should develop early, to gain a competitive advantage in their market while others are still distracted with the industry changes, summer vacations and the upcoming election:
Practice value proposition core questions
Use role-playing strategies to refresh their skills with the KEY QUESTIONS that uncover the jobs, pains and gains that consumers want them to answer with their Value Proposition. Share with your agents, the full webinar on getting clear on what you really offer to consumers that makes you compelling and worth every penny of your compensation:
Help them rewrite their bio and refresh their online presence
Now is the time to refresh personal and market-messages by updating key sales pieces, including their personal bio, social media presence, and sales presentations. For in-depth learning on updating marketing using storytelling and emotional language, encourage your agents to rewatch this webinar:
Re-read one of our favorite books - Emotional Intelligence 2.0 by Travis Bradberry, and retake the EQ assessment that’s included. The next few months are going to be a rollercoaster ride of both technical and emotional skills, so make sure your agents are working on their emotional intelligence as well as their industry knowledge. More on Emotional Intelligence in this post, too.
Strengthening negotiation skills: The future industry landscape is going to be heavily based upon negotiation and sales skills, not technology and marketing. So developing some opportunities to refresh negotiation techniques and interpersonal skills by reading some key pieces, like Getting to Yes!
Bonus: We will be doing a “book-read/lesson” in the next Mastermind (Exclusively for INSIDERS and TLC Members - Save the Date for August 23 @ 12 PM PST / 3 PM EST - registration link will follow.)
