Many individuals certainly wish there was a "reset" button that they could press to return things to as they were before COVID (BC).
That would be incredible.
But that is not the case.
A very significant task has been presented to us all, and we have all responded. We've been forced to examine our inner selves, adjust how we operate, and adapt to a new setting.
And in some instances, that has been beneficial.
Like this, which my friend @thebrokeagent just wrote on Twitter with his customary dash of snark: All kidding aside, there's a big question you need to address... When we eventually transition to After-COVID (AC) times, which strategies from During-COVID (DC) do you want to keep using?
Let's discuss it... I'll also demonstrate one simple approach for you to reinforce all of those strategies.
Going Virtual Has Several Real-World Benefits
I'm aware that many people have found there are unquestionable benefits to "going virtual," both for you and your clientele.
You have a faster reflex.
More people can be reached.
With the correct technology, you can work more effectively.
With anyone on the planet, you can conduct business from wherever.
In conclusion, more homes can be sold in less time.
You must now make some decisions.
Temporary Or Long-Term, Your Choice!
A sports team may name an "interim" coach to take over after a manager or coach is fired. While they determine who is actually the best fit for that position, it's kind of like a trial period. They may be "interim" in some cases, but if they perform well, they may be offered a permanent position.
I believe you should apply the same perspective when considering the new activities you've adopted in DC.
You'll want to leave some of them behind forever.
Others will integrate themselves into your daily activities.
Then there are the "in-betweeners," which you don't fully adopt but keep around as a backup plan in case the need arises.
Please read the following 11 actions and make your own judgment after doing so. Is this something I want to keep going ahead, get rid of permanently, or merely utilize when the situation demands it?
Number 1: Eliminating Limiting Beliefs
Many folks had their doubts about their ability to function in a "stay home" society as recently as mid-March.
Am I addressing you?
They then realized how to adjust. They started utilizing new strategies and tools, which enabled them to keep working. They went outside their comfort zones to begin making videos or promoting themselves in novel ways.
And right now, they're more assured than ever of their skills.
All due to the fact that they overcame their limiting thoughts and nevertheless took action.
How do you feel? A good one to continue forward? I'm hoping you'll accept.
Number 2: Working From Home
This one will undoubtedly be different for each person, but I am aware that some agents have found that escaping the drama of the office is a welcome change of pace.
I advise you to consider how your experience has been because it really all depends on you and your circumstances.
Should you do more work from home in the future, or are you more productive in an office setting?
(If you said office, I'd advise you against becoming overly dependent on that; many organizations may choose to reduce office space as a result of COVID, and you may be required to adjust. Therefore, it is wise to start preparing now.)
Number 3: Virtual Listing Presentations
According to the feedback I'm receiving, customers have been surprisingly receptive to doing business via Zoom and adaptive, making video listing presentations a practical choice going forward into more "regular" periods.
Going virtual may allow you to "beat the competition to the punch" because they offer greater scheduling freedom.
They may even make it possible for you to showcase your technologies more effectively than in person.
By not having to drive to and from appointments, they free up time on your schedule.
They make it simpler for the homeowner by relieving them of the burden of thoroughly cleaning and preparing their entire house for a tour.
Just to name a few, they are some advantages. What has been your experience? Are you excited to meet in person once more or will you keep doing virtual listing presentations?
Number 4: Online Buyer Consultations
Let's face it. One of the most frequent concerns made by agents is that purchasers take up a lot of time with no guarantee of compensation.
Along with many of the advantages of virtual listing presentations,...
This potentially "wasted" time can be reduced via virtual buyer consultations.
They also enable you to communicate with out-of-town buyers who have already moved to your area.
Additionally, you can use screen sharing to take customers inside the MLS and show them what properties are offered at or around their price range. In the event that a buyer has unrealistic expectations, this can act as a "reality check" immediately away.
You must acknowledge that the ability to conduct virtual buyer consultations is a good skill to have, even though I'm not claiming one technique is necessarily better than the other.
Number 5: Online Open Houses
On this one, TheBrokeAgent pretty much nailed it, right? Move along, please.
Number 6: Online Webinars And Educational Activities
Agents all around the world have had to come up with creative new strategies to draw in leads and inform consumers, and many have found success with holding virtual webinars.
How are you doing? Have you provided an opportunity for your social media fans to participate in a Facebook Live Q&A session or an open forum for a market update?
If so, congrats! If not, you might want to. How do you feel?
Number 7: Increased Use Of Video-First Marketing
Door-knocking and pop-ins are completely prohibited in this age of social distance.
The same is true for coffee dates, networking events, and other unexpected get-togethers that could result in new business.
Which means... The time to embrace video has never been greater!
I've written about how honored I am to have received letters from folks who had long fought video but had to eventually adjust as a result of this situation in a few of my recent posts.
Bravo if you belong to that group! It's time to press the red button if you're still debating whether to do it. Be yourself and pretend the person on the other end is a single person. You can do this!
Number 8: Have More Intimate "Touch-Base" Conversations With Your Clients
We all have a tendency to become busy and lower our priorities, even though we both know it.
You will receive more referrals and overall more business the more you stay in touch with your prior customers and network.
Recently, many of the salesmen I've been speaking with have increased their communication and are reaping wonderful benefits. Not necessarily making a sales pitch while calling, but wanting to see how everyone is doing and having a little chat.
These calls are helpful at any time, but I believe the pandemic has brought home just how important they can be.
Are you certain that you'll make those calls after COVID?
Number 9: Freeing Up Your Time By Using Technology More Efficiently
It practically goes without saying... In this era of "stay-at-home" workers, technology has been crucial in enabling us to maintain the growth of our company.
Numerous agents were forced to use new technology they had never used before and discovered how much simpler their jobs had become as a result.
Moving forward, my wish for you is that you remain open-minded about the ways in which technology can help you free up your schedule, improve your efficiency, and ultimately increase your productivity.
This is the ideal time to introduce Virtual Edge, a brand-new event that has just been added to our calendar. The wonderful coach and 30-plus-year real estate professional Yvonne Arnold will be leading the online-only event on June 3–4.
The conference essentially consists of two days of online instruction built around the same idea as this blog, which holds that many of the strategies we've all developed and employed over the past two months are useful at any time. It is therefore time to acquire them and implement them—or risk falling behind!
Get your tickets right away because this is currently a one-time event. In the event that you are unable to watch the entire event live, all ticket holders will also receive a 7-day playback feature.
Number 10: Going Paperless By Using The Cloud
Have you ever considered how liberating it may be to present without having to recall every single paper?
The more we save data in "the cloud" and eliminate paper from our workplaces, the more productive we will be.
During Virtual Edge, this will be another important subject to be covered. I'm hoping you'll come along!
Number 11: Better Time Management Overall And Time Blocking
For busy professionals like you and me, being at home with a family and other distractions might present some serious difficulties.
However, the best of the best have discovered methods to separate "work time" from "home time," and it's a talent that we should definitely all continue honing long after this health crisis has passed.
Simply put, the more efficiently you can create a timetable and block out time, the more successful (and content) you'll be.
That's it, then. There are 11 strategies you should bear in mind as we finally transition to the post-COVID world. Please let me know which ones sound most appealing to you in the comments section below. Thanks for reading, and good luck adjusting to life as a "virtual" agent both NOW and in the future!
What do you love about me?
I adore the fact that you are probably more committed to your business than 95% of the agents out there just by reading this.
You are aware that it's critical to consistently look for ways to develop your talents and keep up with the industry.
These talents are more crucial now than they have been in the previous ten years.
Your sales and negotiating abilities become crucial in a shifting market.
I'm sharing that with you today.
There are three approaches to updating your scripts and skills to reflect the "New Market" circumstances of today.
Because "Old Market" products are no longer sufficient... I assume you comprehend that. If you're still employing those outdated scripts, there's a considerable risk that you're putting your sellers under unnecessary pressure and dooming yourself to failure.
Let's fix it right away.
Compare And Contrast The "Old Market" To The "New Market"
A seller may choose you over a rival, and/or you may price their home right or incorrectly, depending on how you position yourself and the market.
As a result, your method matters.
Presenting information by placing it in the appropriate context is essential right now. Don't limit your presentation to what is occurring right now. Inform them on the market's recent history and its development. Show them the information There are more houses for sale, fewer closings, and price revisions as necessary.
Then, and THIS IS VERY IMPORTANT, refer to the current situation as the "New Market" and the previous situation as the "Old Market."
They will be able to distinguish between what is happening now and what was happening six or a year ago because to this clear distinction. that our current situation is a "New Market."
Last but not least, always keep in mind that if the property isn't appealing, it won't sell.
Price is one of the most crucial elements in producing a "compelling" piece of real estate.
How To Overcome Objections With Pricing Analogies
There will always be homeowners who say things like, "I recognize the market has changed but I want X price," regardless of how well you position yourself or the state of the market.
Josh Rubin, one of my one-on-one coaching customers, shared the following excellent advice:
It's all about proving that the market, and nothing else, will decide the price of their house.
He starts by inquiring about their stock ownership and stock market knowledge.
If they respond positively, he asks if they may phone their stock broker and request to sell all of their Netflix stock for $500 per share today if Netflix is trading at $270 per share.
The answer is no. Because in today's market, it isn't worth that.
Similar homes to yours are going for X amount.
Afterward, it is inevitable that you will hear, "Another agent stated they can get me considerably more."
apply this script
Even if I lined up a thousand agents outside your house, we would all arrive within one or two percent of one another since we were all analyzing the same data. Therefore, if someone is promising you far more, you need to consider their motivations. Do they simply wish to use your listing to attract a large number of buyer clients? Why are they doing this?
This sows the seeds of doubt in the seller's mind and helps them realize that if something sounds too good to be true, it probably is.
Be Clear To Show "Old" Vs. "New"
Another of my one-on-one coaching customers gave me the following advice: Just say it.
Selling in Laguna Beach, California, Shauna Covington claims to be frank in explaining to sellers the differences between the current market and the recent history.
I may provide a huge price buffer in the Old Market. Despite the fact that there was nothing available for purchase, people would still make offers, and we would close deals. However, we must now be extremely precise in this New Market. It must be priced at X in order to remain competitive in today's market.
Another effective "scare tactic" script to get houses priced fairly is as follows:
Do you intend to suffocate in a sea of stock? Alternatively, do you want to set the price so that it sells in the upcoming 30, 60, or 90 days? It should be priced a little lower than similarly situated properties currently on the market, in my opinion. What activities interest you?
One More Thing: Don't Miss This Crucial Step
Throwing a fresh screenplay, dialogue, or presentation into action without first practicing it is a cardinal mistake.
Always keep in mind that we are only as excellent as the time we invest in improving. We compete at the level that we train at, and we get compensated accordingly.
Work hard, locate a role-playing companion, or sign up for illm to access on-demand. Before using these scripts and missing opportunities, use video role-plays to make sure you understand them.
Increase your practice if earning money in 2022 is vital to you.