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The January FOMO Phenomenon
After 20 years as a full-time professional REALTOR® and being a serious student of market trends, I’ve learned a few things. One of them is the ‘January FOMO Phenomenon.’
One thing that never changes (in my local Calgary market, at least) is that December and January are ALWAYS the slowest two months of the year for sales. Sales are usually marginally higher in January, but not always! The numbers between the two months have been remarkably close over the past several years.
This contradicts what most people think (including practically every other agent I know). After all, it’s easily explainable why sales are slow in December. It’s the dead of winter, and who has time for house shopping in the weeks leading up to Christmas?
But why are sales so slow in January?
Most people considering buying a new home wait until the New Year to start their search. This makes sense. New year. New beginning. New home!
And, indeed, there is always way more showing activity in January than in December. It’s not even close. I typically have three to five times more showings in January!
But here’s the punch line:
More showings does NOT equal more sales.
This can be super frustrating for sellers. They’re getting way more activity, but still, no offers! Why?
Here’s the simple explanation: Most buyers looking in January are getting an early start on their search, and they don’t feel any sense of urgency. Even if they come across a listing they love, they often think, “This one is great! But there are lots of new listings coming on, so let’s wait and see what else pops up over the next month or two.”
They fear missing out on a future listing that could be better than the one they already like. That’s FOMO.
Then, as time passes, sure enough, there are more listings but ALSO way more competing buyers.
Suddenly, we’re in the middle of the spring market! It’s remarkable how quickly we transition from the ‘winter doldrums’ to the ‘spring frenzy,’ which often catches buyers off guard.
In most cases (not always), if a buyer has flexibility, they should start their search sooner (yes, in January) rather than later (when the market becomes significantly more competitive).
Of course, you still want to ensure you’re buying something good for a fair price! But the more time you put into ‘doing your homework’ (viewing properties), the more comfortable you’ll be in making a decision, even if the market conditions start getting hotter.
What about sellers? In most cases (but not always), listing your home in January is not much different from listing it in December (it sucks). As I stated, even if you find a very interested buyer, FOMO may prevent them from writing an offer.
Ideally, if sellers have flexibility, they should list closer to the beginning of the spring market when there is the most buyer activity.
By the way, ‘Early Spring’ is always a better time to list than ‘Late Spring’ (even if you think that’s when your house shows its best), but I’ll leave that topic for a future Rant. For now, suffice to say I’d rather my house showed 95% with 3X the buyers, compared to 100% with only 1/3 as many buyers (the fussiest ones to boot).
All the best in 2025!
Ted
P.S. I wrote this at the beginning of January, and today (Jan 20), it’s clear that we’re in for another banner spring market, barring any outside interference, such as American tariffs. What about your market? Let me know in the comments!
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Early Spring vs Late Spring
I know it’s been a while. I’ve been concentrating on my real estate business, which is going well.
The following is taken from my monthly newsletter I send to clients, but it occurred to me that you might find it helpful.
To be clear, I’m not giving permission to copy my articles word for word! Everything I write is copyrighted. However, if my words help you adjust your mindset, that’s great!
This is based on my market—Calgary—but the same theory applies to every Canadian market. Even if your market conditions are much more negative, there’s still a certain point where you pass the peak of the spring market. You just need to take the time to analyze your own numbers. (The change may actually be much more severe than it is here. Believe me, I’ve been through every different type of market. But the main point of the article is that one of the keys to success is the ability to quickly adapt.)
I’ll send another Real Agent Memo soon! In the meantime, I hope you’re having a great year!
Early Spring vs Late Spring
Welcome to the Late Spring Market, a significant transition point past the peak of the market in terms of sales volume.
You may wonder: If the total sales in May were more than in April, how can I say we’ve passed the peak? The answer lies in the trend.
Looking at the weekly and daily stats, I can see that sales climbed steadily throughout April until mid-May, and they’ve been declining ever since. A detailed analysis allows me to accurately state that May 15 was the peak of the market for detached homes in Calgary.
What does this mean in practical terms? It means that sellers need to adjust their expectations.
1. The available inventory has risen steadily since February 1st and is now about 50% higher than it was then.
2. Sales have steadily declined since mid-May, as mentioned. This trend will continue, with little or no deviation, from now until December or January. I can confidently state this, backed by two decades of diligent market observation and analysis.
3. Fewer multiple-offer scenarios are occurring now compared to a month or two ago. This trend will also continue, partly due to different market conditions with more listings and fewer sales, as already discussed. But there’s one more important phenomenon:
‘Early Spring Buyers’ are more willing to jump into multiple-offer scenarios and bid much higher than the list price to get a property. They’re early adopters with a different mindset than ‘Late Spring Buyers,’ who tend to be more conservative and less inclined to write much over asking. (This partly explains why they haven’t bought anything yet!)
Here’s another significant factor that sellers should consider:
At any given time, only a limited number of buyers might consider buying in your geographical area and price range. For the sake of simplicity, here’s a breakdown of when 50 theoretical buyers might buy a single-family detached home between March and August:
March – 8
April – 12
May – 12
June – 8
July – 6
August – 4
Based on this, if you wait until July to list your home, 80% of your potential buyers have already bought! AND, the remaining buyers have much more inventory to choose from! AND, these remaining buyers tend to be more conservative!
Can you see now why sellers need to adopt a different mindset in the late spring?
Anyone can look back on what happened in March, April, and May and assume it will be the same moving forward. That’s a huge mistake!
Many other factors also affect the market, but ‘Early Spring vs Late Spring’ is a significant one that must be considered to achieve success.
The bottom line is that in ‘Late Spring’ (now) it’s even more critical to:
1. Price it right from the start (not too low and not too high), and;
2. Ensure that your property stands out from the crowd.
A skilled and experienced agent will guide you in accomplishing both objectives. Even more importantly, they will constantly alter their mindset to adjust to changing trends, and always tell their clients precisely what they believe to be true.
Ted Greenhough
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The SECRET to a Break-Out Year in 2024
Beginning in my 2nd year as a REALTOR® and for 12 years in a row, I earned between $590,000-$865,000 GCI, all as an individual agent. So I’ve been asked more than a few times, “What’s your secret, Ted?”
I’ll reveal my secret within this RAM. But be forewarned; if you’re lazy and think you can skip to the end for the answer, you won’t get it. Please take the time to read this entire post. There’s something here that is my gift to you for 2024.
Most REALTORS® are in a never-ending quest to find the magic pill, the ONE thing that they think will massively improve their business and life.
Many think it’s social media. “If only I were better at social media, I’d have all the business I could handle!”
But the reality is that 99% of agents get a net-negative return on social media compared to the time and energy expended.
It’s like being a musician or an actor; a thousand incredibly talented people struggle for every one who makes it big.
I’m not saying you shouldn’t have a presence on social media. Of course, you should! But unless you’re already naturally social-media-savvy, you’re probably beating your head against the wall trying to learn a skill that feels alien. Instead, you should be utilizing your valuable time to improve other more critical aspects of your business, such as:
Organizational skills – Do you complete tasks and projects promptly, rather than simply reacting to whatever is happening on a day-to-day basis and never truly getting ahead of the game?
Follow-up skills – Do you have a system to keep track of prospects and naturally convert them into clients, over time, by being a skilled PVI (Provider of Valuable Information)?
Communication Styles – Do you communicate with everyone in the same way? Or, do you understand how to modify your delivery to appeal to the 75% of people who do NOT think the same way you do?
Pricing Psychology – Do you know how to price your listings accurately and, more importantly, make this abundantly clear to your sellers?
Marketing – Do you know how to separate yourself from the crowd by producing the most compelling MLS presentations possible and then leveraging those listings to get more listings?
Website – Does your website clearly define WHO you are, WHAT you stand for, and WHY people should hire you? If not, please tell me; what’s your website for exactly?
Listing Presentation – Do you have a repeatable, easily modifiable listing presentation that makes you look like the only true professional in a sea of amateurs?
Referrals – Do you know how to produce a never-ending stream of referrals from your raving fan base?
If only there were a simple, logical, step-by-step program to teach all the above skills (and so many more) and immediately incorporate them into your business.
If only there were a wildly successful agent who took an entire year off at the peak of his career to produce such a program because he saw the need for it and sincerely wanted to help others achieve their full potential.
Oh, wait. There is.
The Agent Skills Masters Program
Click on the link. Scroll down to the “Modules” section and read all about it.
Another year has passed, It’s time to get serious.
And this year, for the first time, here’s an offer you can’t possibly refuse (I hope):
If you complete the course, I’ll immediately e-transfer you $2,100 ($2,000+GST). That means you pay only $495+GST as a one-time fee for lifetime access.
Here are the simple, straightforward rules to claim your refund:
1. Send me your completed workbooks (within six months) as proof that you’ve completed the course.
2. There’s no #2. Please read #1 again.
It takes less than eight hours to watch every video (and complete the workbooks at the same time) so you could do this in one day if you wanted to. Think about it this way:
I’ll pay you $250/hr (8 hours X $250 = $2,000) to take my course! All you have to do is sign up before midnight on December 31st. This offer will NOT be made again for at least another year. So you have three choices:
1. Do nothing. Hopefully, things just magically get better this year!
2. Wait another year and hope this offer comes back again.
3. Sign up now. Go to https://agentskills.com/, scroll down a bit, click the “Try it, risk-free!” button, and enter your info. You’ll get immediate access to the entire course.
In fairness, if you’ve signed up for the course within the last six months, email or text me, and you’ll get the same deal!
Why am I doing this? Am I still making money at $495?
Not really. Honestly, I won’t list all the myriad of costs here but suffice to say that transactional and platform fees whittle away at that $495 PDQ, not to mention my own time. But I know it’s human nature that some people will sign up and never complete the course. So, in a way, they’re paying for you if you choose to take advantage.
But know this: I’m not counting on that and it’s NOT what I want. I genuinely want everyone to finish the course, and I’ll be thrilled to e-transfer you that $2,100! My motivation is not about money; it’s about improving our industry. And I know that every time an agent completes the course, our industry gets a little bit better.
Think about it as a late Christmas present from me to you! More SKILLS = More MONEY
Do it now! You know, as soon as you close this email, it won’t happen. Make an early New Year’s resolution.
Go here: https://agentskills.com/
Together, let’s make 2024 the best year yet!
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The Monday Morning Report
As in any profession, there is a wide variance in competence from one real estate agent to another.
But even a REALTOR® in the Top 1% of skill, knowledge, and experience can be, and often is, guilty of perpetuating the biggest complaint there is in the business:
Lack of Communication
“We met with the REALTOR®, and they seemed extremely skilled and knowledgeable. They had a strong game plan, so we decided to list with them. They walked out the door with our signed listing contract, and that was the last we ever heard from them! That is, until two weeks before the listing expired, when they finally called, demanding that we reduce the price and extend the contract.”
I hear this all the time or something similar, often about big-name agents, and these sellers have a perfect right to be angry with the treatment they received.
Early in my career, I realized this was a massive problem in the industry, and I was determined to be different.
Over the years, I’ve set up various systems and procedures to ensure I was never one of those agents. For example:
The Market Watch System
I set up every listing so my clients automatically receive a notification whenever there is a new competing listing, a sale (firm or pending), a price reduction, etc. After all, it’s one thing for your clients to know what is happening with their own listing (showings, feedback, etc.), but it’s even more important to know where they stand compared to their competitors.
The Market Watch System is one of several ways I have to keep my listing clients up-to-date with important information. But it’s only been in the past 2-3 years that I’ve added what has proven to be my #1 most important communication tool:
The Monday Morning Report
This is a review of everything that happened in the past week, including my personal commentary on the Market Watch System (see above). How might this new listing affect them? Why do I think that listing sold and theirs didn’t? Should they be concerned about this price reduction?
This report keeps my clients consistently well-informed, but there’s an unexpected bonus to this system that I didn’t expect when I started doing it:
It keeps me better informed, too!
I’m 100% committed to sending this report to every client every Monday, so no matter how busy I am, I have to stop whatever I’m doing and closely examine what’s happening with each of my listings at least once per week. I’m usually watching closely anyway, but this is a surefire way to ensure I never forget to take that extra-close look every Monday.
And it’s NOT a hassle. It’s easy and highly effective when you do it consistently and follow my simple system.
My clients always clearly understand where they stand in the market, allowing them to make informed, intelligent decisions.
This creates undying loyalty and endless referrals. That’s what you should be striving for.
- Coach Ted
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High Productivity Step #1
Wise Ted Factoid (WTF) #43:
You must establish good habits BEFORE—not AFTER achieving your goals.
In the Real Agent Memo this year, I’ve focused a lot on organizational and productivity skills. That’s because you need these skills in order to support a business where you can comfortably complete 50-100+ transactions per year.
Even if your goal is only to do 25 deals per year, wouldn’t you rather do it more efficiently, with fewer mistakes, fewer missed opportunities, more time off, and with an abundance of thrilled, high-quality clients referring you to their friends and family?
I know plenty of agents who are stuck at X # of deals, year after year, and they can’t imagine how they could ever get to where they want to be without doing one or both of the following:
1. Working 18 hours per day, seven days a week, and/or
2. Having a massive heart attack.
Well, I don’t want you to do either of those things! And you don’t need to.
You need to stop READING about productivity and start DOING something about it. So what’s Step #1?
Start SETTING and HONOURING ‘Appointments With Yourself’
If you’ve been reading this column for a while, you’ve heard me talk about Appointments With Yourself many times. In fact, it was in the last RAM – 4 Simple Steps to Get Out of a Rut.
Remember? As you read it, you nodded and said to yourself, “Yes, I’ve got to start doing that!”
Then, you immediately did nothing. Hey, it’s human nature. We all do this.
So, here’s a reminder and a plan to implement my High Productivity Step #1 before you exit this email. First, let’s clearly define an ‘Appointment with Yourself’.
It’s an appointment on your calendar that you’ve set for yourself (the same as with anyone else) with the specific goal to start or complete a task or project. The key is that you MUST honour the Appointment With Yourself just as you would honour an Appointment With Anyone Else.
For example, if you’ve got an ‘Appointment With Your Dentist’ at 3:00 p.m. on Wednesday, you don’t call them at 2:45 and cancel because “something else came up,” do you? No, of course not! And yet, most of us REALTORS® are utterly disrespectful of our own time. We put everyone else’s needs ahead of our own, which is entirely counterproductive.
So, here are some tips on setting and honouring Appointments With Yourself and taking the first and most crucial step towards massively increasing your productivity.
1. Set Appointments With Yourself for weekday mornings. (We tend to get busy with clients in the afternoons, evenings, and weekends.)
2. Start small and practice – Think of something you need to do, and set an Appointment With Yourself for five minutes to work on it. That’s it.
3. If something comes up that conflicts with your ‘Appointment With Yourself,’ figure it out. “Can we look at this house on Wednesday at 10:00?” No, sorry, I have an appointment at that time. How about at 11:30? Or whatever. (This is not Rocket Surgery.)
4. Start ON TIME every time, just as you would (I hope) with an ‘Appointment With Anyone Else’. Treat yourself with at least the same respect you would extend to Anyone Else. It may seem trivial to start five minutes late, but there’s a bigger picture here (establishing good foundational habits).
5. When you finish the allotted time for your Appointment With Yourself, always set another one to guarantee you’ll eventually complete the task or project. Nothing is stopping you from continuing with it in the meantime whenever time allows, but you MUST still honour the next appointment, no matter what.
Still trying to figure out where to begin? Here’s a suggestion. As mentioned, I’ve been chatting about various productivity topics since the start of the year, so why not set an Appointment With Yourself (for five minutes) to re-read this article from January 11:
After that, your next step should be obvious.
Or, set an Appointment With Yourself (for five minutes) RIGHT NOW for whatever other task you’ve been avoiding.
Do it NOW, before you close this email!
- Coach Ted
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4 Simple Steps to Get Out of a Rut
I read a quote the other day that slapped me across the face:
The magic you are looking for is in the work you are avoiding.
Ouch!
Yes, I’ve been in a bit of a rut lately, ever since I got lazy over the summer. But now it’s almost November! It’s time to follow my own advice and dig myself out of this rut.
Hey, we ALL occasionally fall into a rut for different reasons. It’s part of being human, so don’t beat yourself up over it.
The good news is that it’s waaaay easier to get out of a rut than you’ve convinced yourself. One of the dumbest things we humans do is make mountains out of molehills, especially when it comes to our own “stuff.”
Here are the four simple steps you need to get out of your rut:
Step 1
Accept it. Face it. Stop ignoring it.
Step 2
Take one tiny step. You know the saying, “A journey of a thousand miles begins with a single step.” Yet we humans get overwhelmed by stupidly concentrating on the “thousand miles” rather than “the first step.” Quit that. Take it one step at a time, and don’t even think about the bigger picture for now.
By the way, your first step can be the tiniest of baby steps! For example:
Write on your calendar an ‘Appointment with Yourself’ when you will start on the work you’ve been avoiding. This can be a five-minute window of time or whatever. Just schedule the Appointment. There, you’ve completed your first step! Congrats!
Step 3
Honour the ‘Appointment with Yourself,’ just as you would honour an ‘Appointment with your Dentist’ or an ‘Appointment with your #1 Referral Source’. You wouldn’t blow them off at the last minute, would you? So why should you treat yourself any differently?
This is the most critical step, by the way. Learning to honour Appointments with Yourself is the key to Getting Stuff Done and digging out of your rut.
Step 4
Rinse and Repeat! Take another step. And another. And another. Before you know it, you’ll be on a roll, accomplishing great things and probably realizing that you did indeed make a mountain out of that tiny molehill.
I’ve just followed the above four steps myself and quickly completed a task I’ve been putting off since August. The entire project took a mere three hours, but it feels fantastic to have it completed. Now, on to the next task!
There’s nothing like accomplishing things to keep you motivated and moving forward rather than floundering in what feels like a horrific rut. Just take it one step at a time.
- Coach Ted
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The Ultimate Sales Superpower
Last RAM, I talked about the #1 most powerful question to initiate meaningful dialogue for prospects:
What’s your biggest reason for moving?
Click here to re-read why this question is 10X more potent than all those other questions most agents machine-gun at their prospects.
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You know how I always talk about not being a Salesy Slickster?
Let’s be clear: You must avoid old-school manipulative sales “skills.” NOBODY falls for that crap anymore. It’s just a big turn-off.
Rather, we need to work on actually delivering exceptional results for our clients, which is essentially what the Agent Skills Masters Program is all about.
But in order to deliver exceptional results, you still need “new-school” sales skills!
It boils down to what you care about. For example, are you focused on where your next commission cheque is coming from? Or are you focused on how you can help your clients achieve their goals?
And, assuming your my kind of agent and you’re genuinely focused on your clients, what’s the ultimate sales superpower?
The ability to read your prospects’ minds!
Well, that would sure be nice, wouldn’t it? But how, pray tell?
It’s called EMPATHY.
But since empathy sounds like sympathy, most of us think of this as a soft skill that we all have naturally, and we don’t need to do anything to implement it. That’s dead wrong.
Here’s how you should apply empathy to become more successful:
Think about what your prospect really cares about. If you were them, what would you do? And why? What’s the real reason behind their “why”? What drives them? How do they get rewarded?
Putting focus, time, and energy into EMPATHIZING makes everything so much easier.
Instead of talking, pitching, persuading, pressuring… use EMPATHY. Think like they do, and watch your sales go through the roof.
You can start by asking the right questions, such as:
What’s your biggest reason for moving?
Then, LISTEN carefully to the answer and probe further, always working to gain a greater understanding. That’s EMPATHY, and it’s your ultimate sales superpower.
Thanks to Brian G. Burns for the inspiration on this RAM.
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The #1 Most Powerful Question to Initiate Meaningful Dialogue with Prospects
Module 4 in ASMP is called “The Follow-Up.” I devoted an entire module to this topic because it’s something that most agents suck at. Most just lack a simple system to follow.
Or, their system is writing notes on scraps of paper and promptly losing them under their car seat. Have you ever found a note about a “hot lead” two weeks later? Oops! $10K down the proverbial toilet.
This is why I include a ridiculously simple spreadsheet in “The Follow-Up” and show you how to use it. “The simpler, the better” is my motto throughout the course.
(By the way, my entire course only costs a quarter of the last $10K you flushed.)
Beyond the basic core principle of keeping track of prospects, most agents don’t know how to ask the right questions to nurture the relationship and create a positive atmosphere that promotes ongoing dialogue.
If you’re reading this, chances are you genuinely want to help people get what they want. And you understand that the more people you help, the more success you’ll have.
But most agents don’t understand that the easiest way to succeed is to understand WHY your prospects want what they want.
For example, when someone expresses interest in moving, you probably launch into a string of questions:
What’s your price range? What areas are you interested in? What’s your time frame? These are all good questions to ask, eventually…
But here’s a much better question to ask first:
What’s your biggest reason for moving?
When you understand their motives, you can focus the conversation on helping them achieve their wants and needs by making helpful suggestions and adding value to the discussion.
Isn’t that far better than machine-gunning questions at them and sounding like a Salesy Slickster (even if that’s the opposite of your intention)?
Perception is far more powerful than your best intentions, after all.
Next RAM, I’ll talk about some other powerful prospecting questions.
Or, does it make sense for you to jump off the fence and sign up for my course here? You get lifetime access for a one-time fee, go at your own pace, do it over and over again if you want, and it’s 100% guaranteed. If it’s not for you, just tell me, and you get all your money back.
It’s almost October. Now is the best time to learn some new skills, systems, and procedures and be ready to dominate in 2024!
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Why Every Agent Should Become a Geo Farmer
When I started my career as a brand new agent, I had ZERO clients and ZERO prospects.
But I didn’t just sit around waiting for the phone to ring. My previous business experience taught me that if I wanted success, I first needed excellent systems and procedures. So I worked on those.
I also took time to have some fun by previewing properties every day.
After a while, I developed a system where I kept track of every property I saw, noted its strengths and weaknesses, and guessed the future sale price. I was way off at first, of course, but the more I did this and the more I improved my system, the more accurate I became.
Aside from becoming the Area Expert, I learned many other skills, including becoming a Pricing Expert. It’s surprising what you can learn by concentrating your energy in one particular area.
And once I figured out the next steps (demonstrating my newfound expertise), it started to pay off in commission cheques. This happened quite naturally, without any preconceived plan on my part. I just learned these skills by fluke, more than anything.
Even though it took me months to complete my first transaction, I ended up earning $186,000 in my first year, then $590,000 in my second year, and my career took off from there. But here’s the critical point:
By consistently looking at hundreds of properties and following a simple system, I turned myself into an EXPERT. Then, I learned how to leverage that expertise into commission cheques, which is easy once you learn a few more simple skills.
This is why I believe strongly that every agent should become a Geo Farmer, but not the prevailing definition of a Geo Farmer, which seems to be “the agent who spends the most money marketing themself.”
My definition of being a Great Geo Farmer has nothing to do with spending the most money. It’s about gaining the most knowledge.
This is why the first module of my course (The Agent Skills Master’s Program) is all about Geo Farming: How to identify the best farm for you, how to get started, how to become the Undisputed Area Expert in a matter of a few weeks, and how to then leverage your newfound knowledge.
There’s much to learn in becoming a highly successful real estate agent, but it’s surprisingly easy to become the #1 most knowledgeable agent in a particular area. Even a brand new agent can become the legitimate #1 expert in any area they choose with a little effort. I’m living proof.
Once you are the #1 most knowledgeable agent in a particular area, you’ll be surprised how much easier this business becomes, how much more confidence you have, and how you can apply the skills you’ve learned to many other areas of your practice.
But let’s return to the fact that you’re now the #1 most knowledgeable agent in a particular area.
Now you’ve got something of real value to talk about!
I like the idea of becoming an expert in the area where you live because this is where you meet the most people, including your neighbours, other parents from your kid’s school and sports teams, or even just doing a little laptop time at your local coffee shop. You should be constantly seeking out ways to meet more people.
Once people learn that you’re a real estate agent, it’s easy to demonstrate your expertise because everyone is curious about what’s happening in the market within their community.
For example, someone mentions a new listing on Mulberry Street. This is an easy opening for you to chip in your two cents (both pros and cons). You’re able to speak knowledgeably about it with authority. Why? Because you’ve already seen it! You viewed it the day it was listed (or the day after), which means you’ve got way more information than anyone else who has merely seen the listing on MLS.
Do you know how powerful this is when chatting with people at an Open House? Or even more so at a listing presentation?
After a few weeks, you’ve seen ALL the active listings and EVERY recently sold listing!
And, by the way, NONE of your competitors can say this because they’re too lazy to do the work.
You probably won’t see an instant return on your investment of time, but one day, you’ll surprise yourself with the volume of knowledge you’ve accumulated and how it pays off in the most unexpected ways. Keep it up, and the benefits will compound over time.
Over the years, I’ve quit doing this, started it again, then got lazy and stopped doing it again. But every time I start doing it again, I’m pleasantly reminded of why I do it, and before I know it, it starts paying off again!
Writing this post is just what I needed to incorporate this into my daily routine once again. What about you?