I hope everyone has had a great summer. Kids will be back in school next week and work routines and habits can be reestablished! As we all know, making the Ninja 9 your daily/weekly habits WILL yield business. Create or renew these 9 habits starting today. As for the vital to your business FORD calls, if you've not done this in a while, ask your office's Admin to print your transactions off by year. 

Week 1 - FORD call all clients YTD 2023
Week 2 - FORD call all clients from 2022
Week 3 - FORD call all clients from 2021 . . .

. . . and so on.

Business opportunities will come from these calls and when they do, be up on your tools and the market in order to be THE very best Expert Real Estate Advisor that you can be for them.  Even if you've known the person for years, don't short-change him or her the value you can bring. Prepare a full Marketing Presentation just like you would for a stranger. Use your Present tool by MoxiWorks in your Square One account. This Present tool is a top-of-the-line tool for our industry that you have, so use it!

When you forward the presentation to your client, don't forget to add links to YOUR "Customer Reviews" and "My Sales" pages along with a few of your past or current listings from your agent website. Show off your marketing skills (professional photos, video tours, 3-D tours - whatever you do that sets you apart). (If you don't know how to create this presentation in Present, set appointments with YOUR marketing team to learn.) When you meet your client for their Listing Consultation, you want them to already be confident that you are THE one to market and help sell their home. 

One thing that I'm starting to add in my presentations is a free Home Warranty throughout the listing presentation. We had a guy from Home Warranty, Inc (Chris Gipson) speak at our last sales meeting and their company provides a free listing warranty that doesn't require anyone to purchase a buyer's home warranty at closing. Other companies may offer this too, of course, but it is a no-brainer to offer this value to your client. (I'm updating my personal Present template with this information as we speak!)

We all want all of the buyers and sellers that we can get, but the long-term goal is to be "listing heavy."  "List to Last" has been the mantra that I've heard in this business for the past 20 years and it is as true today as it was years ago. Buyers come from everywhere (open houses, desk duty, social encounters, paid for leads, social media, the list goes on). Listings almost exclusively come from relationships. That's why the first few years of real estate should be your most difficult. You're mostly chasing buyers (very time consuming and can be very costly). But, if you perform well and use your tools and expertise to stay in flow with these folks, they will feed your buyer and seller buckets for decades to come; they will make your career.

I can tell you it's a good feeling to be out boating and hear the notification on your phone that another agent is out on a Sunday in the heat trying to sell your listing. Trying to make YOU money . . . 

Let's all get back into these Ninja 9 habits (if you do not know what this is, ASK YOUR BROKER). If you don't have the number of prospects in your CRM to match your monetary goals, focus on building it. That CRM (SOI/Database) and your FLOW with it is THE key to long term success in this business.

TSW (this system works)!