Build A Real Estate Machine

Tell me if this sounds a little like you…

You’ve been working in real estate for a while…

Maybe a few years maybe a few decades…

You’ve done some transactions…

You’ve got some moments that you’re proud of you…

You’ve had some years that you hit production levels maybe you didn’t even think we’re possible.

The people that you’ve worked with have loved and appreciated your services so much that they’ve come back to you when it was time for them to move again…

They’re confident enough in your ability that they’ve referred you to their friends and family

You feel that you’re a STRONG agent

You’re HONEST

You’re HARD WORKING…

But come to realize certain things about the real estate industry…

About your place in it…

About what you enjoy and what you don’t enjoy doing…

Like most people (I hope) you probably got into real estate because you love working with people

You love interacting with people, helping them through difficult situations

You want to be the person that can be relied on when things are challenging, the voice of reason and clam when emotions are high and people need guidance…

BUT there are things you didn’t get into real estate to do…

Things that you’re not prepared to learn how to…

Figure out what you need

Front end the cost to get there

You’ve realized that you didn’t really get into the real estate to do run complex marketing campaigns

choosing your marketing goals, budgeting, researching your target audience, a/b testing, content creating, which channels you are marketing on…

monitoring results for effectiveness and recalibrating

You didn’t get into real estate to source, combine, integrate and deploy a tech stack of different systems to optimize how you effectively manage inbound prospects…

nurture and follow up with existing clients and maintain long term relationships with past clients

You didn’t get into real estate because you want to get bogged down with administrative work

co-ordinating different vendors, client expectations

deadlines, putting up for sale signs

keeping track of lock boxes, managing domains, social profiles, google pages…

You didn’t get into real estate to figure SEO...

Pay-per-click

Social media ads

Click-funnels

Direct mail

Does this all sound like what you got into real estate for?

The list of things that you DIDN’T into real estate to do goes on…and on…we could continue but we won’t

The list of things that you DIDN’T get into real estate to do is ACTUALLY likely longer than the list of things that you DID get into real estate to do…

Connecting with people…

Building rapport with current and future clients…

Providing actual value to the people you’re working with…

Going on appointments…

Writing contracts and selling houses…

HELP as many people as you can…

Really…

Is there any other reason?

For most, I think the answer is no

If there’s anything that I can do to help you do more of what you got into real estate to do, please feel free to connect with me.

Have an awesome day!

There are a ton of things that can go wrong for you as a real estate agent…and that unfortunate thing about a lot of these things that can go wrong is that they are outside of your control

Buyer you’ve been working with

you’ve shown them 26 houses, they don’t buy one of them.

You get a text Saturday morning from them saying Hey, we’ve been talking things over and looking at our options and we’ve decided that we’re going to rent…we actually found a place on marketplace, saw it and signed!

Seller you met with, signed listing paperwork, you’re getting everything ready to go and they call to tell you something happened in their personal lives and they have to put the move on hold indefinitely.

These things are out of your control and there’s lots more of them.

Let’s talk about the things that you can control.

You can control your time.

You can block your time so that you can get things done that you know are going to move you business forward.

You can control your lead generation activities.

This is as an action if do correctly is going to lead to you generating income. So obviously this is important.

You can control the amount of prospecting you do.

You can control the amount of calls you make, the emails you send, texts you send.

You might say well Brandon I can’t control people responding or answering the phone. I call people and they don’t answer.

Well if I’ve decided today that I’m going to sit down and make calls until I speak to X number of people then that’s what I’m going to do, that’s the mission i’ve given myself for today.

We live in a world with so many distractions. Even this right now, this video, is distracting you from doing something that you know might be more important for you to be doing.

Our belief, and it’s simple, is if real estate agents would just turn their phones off for a few hours a day, 2, 3 hours and sit down to follow up with the people that are sitting in their CRMs - consistently - they will achieve real success.

Like there’s no question.

Focus on the things you can control.

Eliminate your distractions

Be intentional with what you’re doing

The simplest, most boring thing that’s going to have the biggest impact on your business.

Do what you’re doing consistently. The difference between you and the people that are failing or are going to fail in this business is

That you are prepared to do consistently what they will only do occasionally.

Just keep making the calls…

I know it’s hard. At least it seems that way when you start.

But trust me, just keep picking up the phone

Just keep making the calls.

You know there are some times when I start jumping back in to prospecting calls and I get ready for a dialer session, i see the first name and I go to click the number and as I’m standing there waiting for them to pick up I feel the slight twinge of…

What? Nerves?

We spend all this time worrying about making prospecting calls.

I need to have what I’m going to say locked down before I can start.

You know what? You need to know what you’re saying but more than that you need to start making the calls!

My schedules are out of whack right now. I need to get reorganized and set some time blocks in my schedule. Then I can be consistent with my calls!

You know what? You probably should start being more intentional with your schedule and blocking time for prospecting daily but what you need more than that right now is to take action and start prospecting!

If you’re like me, when you’re not doing something that you know you should be doing you feel…

Guilty

Anxious

Stressed out

In the moment, it’s always going to feel better in that moment to do something other than what you’re feeling anxious about doing (and that you haven’t done)

But there’s a voice inside your head

Even if it’s a little voice or it’s being shouted down by other louder voices.

Saying we should just go do this

Listen to that quiet voice

Offer Dates are Back

The offer date is just another tool in your belt...🔨 and not all tools are used on every job.

Hey everyone, it’s Brandon with the Polsinello team

They’re back… they drove us crazy, they drove buyers crazy, they helped drive real estate values into the stratosphere…

Offer dates are on the rise.

We don’t know for how long.

Personally I think we’ve got a lot of inventory headed our way in the coming months. Rates are high, payments are way up, cost of living is up, people are definitely struggling…but time will tell.

Now you may not be noticing this and frankly that doesn’t mean it’s not happened - maybe take a look

We are seeing a notable increase in offer dates in the areas that we work and this is also in tandem with properties that don’t have offer dates unintentionally receiving multiples because the listing agent may have priced too low…

So what does this mean for you…the realtor

I hate offer dates…but I don’t create the market.

I’m not in the business of deciding what trends, I’m not in the business of deciding whether prices go up or down…that’s not something I have control over…

What I do have control over is the recommendations that I give to my clients and in the particular conversation my seller clients as to the strategy we should take when listing their home…

An offer date isn’t the right strategy for every home in every situation…

What should you look for?

Offer dates perform best when buyer activity is super high and inventory is super low…

We’re in a weird spot right now…inventory is high relative to where we saw inventory when the market was crazy…but low historically and clearly below to the current level of buyer demand.

Does the neighbourhood your listing is coming out in have lower than the area average of inventory?

Has the inventory that is in the neighbourhood been sitting stagnant for days and weeks, potentially months with poor marketing and too high prices?

Is the home that you’re going to list a nonstandard home? The homes that typically perform best in offer dates are homes that fit the bill for a large pool of buyers. Certain types of properties may not fair as well with offer dates because the market is narrower for unique, nonstandard, buyer reducing home types.

Some properties need longer to soak on the market, longer for the active buyer pool to view.

Now there might be a few points I’m missing here but lastly, think about your clients when deciding what strategy you’re going to recommend. Offer dates can be fast paced, they can be aggressive and right now - they don’t ALWAYS work…

Is your client up for an offer date or would they be better served with a different strategy? Because ultimately the market is going to decide the price of the property - offer date or no offer date the result can and should be the same if you did your job…

The offer date is just another tool in your belt and not all tools are used on every job.

I hope you found some value in this video. If there’s anything that I can do to help you in your real estate business feel free to connect with me.

Have an awesome day!

How do you work with today's buyer???👨‍💻

Hey everyone, it’s Brandon with the Polsinello team at RE/MAX👋

Something really important if you’re working in sales and marketing is that you’ve got to meet people where they are at🤝

We just got out of a market that was ridiculously FAST paced

As agents we had to move extremely quickly with our buyers or they would not get the house they wanted.

Running at the drop of a hat to get in to a new listing before it received 10, 20, 30 plus offers…

And now, that has been completely flipped on it’s head…

Buyers are moving SLOWLY🛑

They are being cautious⚠️

and they have fear that they may make a bad decision.

They’re worried about the economy😬

they’re worried they housing prices may continue to go down🏡

they’re worried that interest rates may continue to rise👆

So how do you work with todays Buyer?

It’s meeting them where they are at

It’s being what you were always meant to be as a realtor

you’re here to educate and inform and you counsel them through the process.

Now this may mean that you are going to have to truly NURTURE folks

truly provide VALUE

truly make allow them to KNOW, LIKE and TRUST you

The urgency is gone

the just tell me what I need to do the get this house buyer is gone

The agent that becomes the source of consistent guidance, information and patience is going to be the agent they wins in 2023 and likely even further than that.

Remember what you’re actually here for.

It isn’t just to open a door.

I hope you found some value in this video.

If there’s anything that I can do help you sell more real estate feel free to connect with me.

Have an awesome day.