I hope everyone is enjoying this nice weather and enjoying it with family and friends. I also hope that you're busy with real estate. For most of us, it's not been a banner year, but I'm optimistic that our last quarter of 2024 and 2025 will see an increase in the number of real estate transactions. This Broker Bit is a re-boot from October 2023. Q4 in 2024 IS the time to plant the seeds for a productive Q1 in 2025.

Real quick, our job as Realtors® is very straightforward:
1) Become excellent at your job and maintain that excellence, so that you can exceed your clients' and customers' expectations when they call upon you to help them with what is 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 want to focus on #2 of our job. This post assumes that you have a personal CRM loaded with your SOI, you understand your company-provided autoflow tools, you know how to use Bellator's Pitch tool (or another CMA tool), and you have a good working knowledge of your personal MLS.

The truth for me is that I've never put together the perfect year, but each year I learn more and improve my process. This past year I started using Pitch to create and send Real Estate reviews. If this doesn't work for you, the MLS (I know at least in Paragon) has some great tools as well. 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.

I have 187 people in my SOI/CRM. I'm late starting this year, so starting today, I have 40 working days (I travel for Thanksgiving) to complete the process by 12/15, which is my goal date to complete. So, I need to do 5 RER's per day.  

After emailing the report or presentation, I call the prospect for a FORD call and to go over the report. If I can't get them on the phone, I leave a voicemail and text.  I make note of it in my CRM about the call and text, then write a personal note on that prospect's Christmas card. I go ahead and address the envelope and put it in a stack.

With this process, you will finish the year by providing everyone in your sphere an item of value (the RER), a conversation on the phone or a text, and a personal note on their Christmas card. This should produce some more business for 2024, and my hopes are that I'll be top of mind come 2025. On January 2nd, start the list over with FORD calls.

I hope this Broker Bit is helpful to you, and I wish you all a great week!