As most of you know, I'm the qualifying broker of our Fairhope office and I'm also an active selling agent.  The information that I go over in my weekly meetings and share with all of you on these broker bits is typically based on what I'm currently doing for my real estate business. I openly share my successes, failures and new ideas. Many of you are much better than I am in this business, so I appreciate any feedback or suggestions.  This is just my "two cents".

Real quick, our job as Realtors® is very straightforward:

1) Become excellent at your job and maintain that excellence so you can exceed your clients' and customers' expectations when they call upon you to help with, often, the largest investment of their lives. (Take this obligation very seriously or consider referring to another agent who takes the time and effort to be excellent).

2) Create and maintain relationships with your sphere of influence (SOI) with consistent FLOW, thus consistently feeding your business. We call this "top of funnel" processes. The key to feeding the top of the funnel is FLOW with your sphere. Be social in order to continually add to your SOI.

My guess is 90% of licensed agents fail at both of these aspects of the business, making them "accidental" rather than "on purpose" agents. These agents have very inconsistent incomes and typically make very little per hour. They have NO PLAN.

With Bellator, you have all of the tools that you need to excel at each of these aspects of your business. Today, I'm talking about #2. This post assumes that you have a CRM loaded with your SOI, you understand your autoflow tools, you know how to use Moxi Presents (or another CMA tool), and you have a good working knowledge of Paragon.

The truth for me is that I've never put together the perfect year, but each year I learn more and improve my process. Last year I started using Moxi Presents to create and send Real Estate reviews. Time blocking has always been my weakness, juggling broker responsibilities with agent ones makes it tough - but that's just an excuse. This weakness has meant that, throughout the year, I've failed at getting all of my customers (my SOI) the Real Estate Review's (RER) that I owed them.  

Last year I began working toward Q1 2023 on November 1, 2022. I have between 160 and 180 customers in my SOI/CRM. I realized that this activity created more business in Q4 of 2022 for me, which kept me from getting all the way through my list. This year, I started October 1. This gives me 65 working days/180 customers = 3 RER and calls per day.

If you're interested, this is my step-by-step process for each customer.  Before I start, I have MoxiPresents, Paragon, Outlook, the CRS tax suite (via Paragon) open in multiple tabs in two windows. I also have a stack of Christmas cards on my desk.

(Sidenote:  if you don't have a set-up with multiple screens or a screen large enough to have at least two windows open and visible at once - you might want to think about putting that together for yourself. It will cut the time for these, and most other daily processes in half (at least). I have a 36" Samsung TV connected to my laptop on my desk for this.)

1) I pull my customer's profile page up in the CRM:

      a. I click edit to make sure I have Groups set correctly for my autoflows (lolo gifts, newsletter, MCFL, eBlasts, etc.)

      b. I check the address that I have for them in Paragon (hopefully, they haven't sold it with another agent). If their home has never been in Paragon, check CRS to ensure that you have the correct address. 

      c. Check for and correct typos in name, email, and address fields.

2) Go to Moxi:

      a. Create a Real Estate Review (my template is 7 pages - Cover page, property summary, listing location map, price/size graph, pricing analysis, Gulf Coast Market Update (Vital signs) and Agent Profile).  Create whatever template you prefer.

      b. When done, Click to view via the web.

3) Go to Outlook and create a new email.  Address it to the customer.

      a. Here's hack - type out an email explaining the RER, then get out of it - this creates a draft that you can copy and paste over and over again.  This is a big time saver.  I adjust this based on my relationship, but here's what I've been using:

Hi _____. I hope you and the family are all doing well. I just created this Annual Market Analysis for your home for your review. I'm trying to do one of these per year for my friends and clients to keep them abreast of their real estate values and personal net worth - no different than a financial advisor giving an annual statement of investment values at year end.

Click here to see review (link to the URL of your Moxi web view)

Take a look at my notes below the estimated value range for an explanation of how I arrived at the numbers.

I'll call to discuss. If you'd like a more detailed analysis done, please let me know and I can schedule a time to meet you at your home.

Thanks for your time and I hope you have a great day, my friend.

Sincerely,      

Send email to customer.

4) Write and address the customer's Christmas card. (Send them all in early December).

5) Back to the profile page:

      a. Make a FORD call to the customer to tell them about the email you just sent, explain if needed and ask FORD questions. Listen.

      b. Enter a note of the conversation. Include that you sent a RER and wrote the Christmas card.

      c. Create a FORD task for your next call - I call once a quarter for customers who aren't warm or hot (that's based on my income goal and the number on phone calls I have time for per day)

REPEAT.

Once completed, you will have cleaned up your CRM - sent marketing a new print newsletter list and your LoLo's will automatically update. You'll also have all tasks set for Q1 2024. Those folks who received RER's on 10/02/023 will be set for a FORD call 1/02/2024, and so on.

This process will result in more transactions this year and set you up to optimize Q1 2024 - and thus, optimize the entire year of 2024.

I hope this is helpful to a few of you.  Nothing's perfect, but I can tell you, TSW!

Thanks for your time and have a great day!