The Path Toward Real Estate Success: Past Client Referrals

3 minutes
Happy couple closing a real estate transaction.
Joshua Smith Jul 3rd, 2020
Joshua Smith
Making Money in Real Estate

Consider the following statistic:

88% of recently surveyed buyers and sellers said their realtor did a great job, and that they would absolutely use him/her again in the future. However, only 11% ever do a repeat transaction with that realtor.

How could this be?

You can deliver absolutely amazing service to your clients, but if you do not stay in touch after the fact, those clients will forget your name and not know how to reach you. Out of sight, out of mind. To ensure your past clients do future business with you (and equally as important, send you referrals) you MUST stay in touch!

But why don’t most agents stay in touch?

1: They do not have a CRM/database to stay organized to stay in touch. Read more about what to look for in an effective CRM here.

2: They feel uncomfortable bugging past clients begging for business.

The great news is both of these objections are extremely easy to overcome:

1: Get a CRM/database, and use it. Problem solved!

2: You absolutely do not need to beg for referrals to stay in touch, but you must stay in touch!

But how do you stay in touch without coming across as an annoying sales person? By checking in and always focusing on the human connection. As Dale Carnegie states in his amazing classic business book, “How To Win Friends and Influence People,” the way to build deep connections is by being “interested in others, not trying to be interesting.”

Here are some tips for checking in with past clients:

1: Put past clients in your CRM/database, and send a “Monthly Video Current Market Update” to keep everyone educated on what is happening in the local real estate market.

2: Send out handwritten birthday cards.

3: Send out happy holiday emails.

4: Pick up the phone, and call every 90 days. Don’t make it about you, make it about them. “How is the Family?”... “How is Work going?”.... Etc.  Ultimately, the law of reciprocity will kick in and they will ask about you, your family, and your real estate career. 

The goal is to stay in touch, and by staying in touch you will stay front of mind, which will absolutely result in referrals! Now, to do the above, again, you need a good CRM/database that will allow you to task yourself, take notes, and allow you to do mass emails.

Your past clients are truly your money tree that is growing in your backyard. Don’t forget to water it!

Thanks for reading!

  Joshua Smith, Realtor/Mentor/Entrepreneur

-Voted 30th Top Realtor in America by The Wall Street Journal

-Over 5,000 Homes Sold & Currently Selling More Than 1 Home Daily

5 minutes
Meeting around a laptop.

The Path Toward Real Estate Success: Facebook Lead Generation

Joshua Smith Jun 19th, 2020

The average Facebook lead is 6.7 months out from working with a realtor.

But that’s true for all online leads and not just Facebook. You will, of course, get some leads ready to move ASAP, but those will be the exception. Consider Facebook leads as a great way to build up your pipeline. And please keep in mind that you are wasting your time and money with online marketing unless you have your lead follow up strategy dialed in to ensure you convert the highest amount of online/Facebook leads as possible. More on follow-up here.

Steps To Be Successful with Facebook Lead Generation:

#1: You need a website which allows potential buyers to run their home searches from your site and allows potential sellers to request home valuation reports.

#2: Your website must have a lead capture tool. For best results with buyer leads, you want a pop up forced lead registration box that will show up on the first website click. For sellers, you will need a lead capture tool that requires a property address along with name, email, and, potentially, phone number.

#3: The ability to install a Facebook Lead Conversion Pixel on your website, which will allow you to track your true cost per lead and see who is converting at the best rate. For example, you can see if it is men or women, age range, desktop/mobile device, etc. The pixel is very important!

#5: Once your site and pixel are set up, you need to make sure your potentials leads land on the right page, which is always the page your ad promises. As an example, if you are running an ad for: “Single Family Detached Homes in XYZ City with Swimming Pools”, the page they land on must feature single-family detached homes in XYZ city with swimming pools. Once you create the landing page search on your site, copy that URL link and take it to Facebook.

#6: Understand the picture is 50% + of the success of the ad. You have two seconds or less to capture your targeted audience’s attention while they are scrolling on Facebook. The picture is always the best way to get their attention.

#7: From your business page Ads Manager, choose “Conversions” as your ad type. At the end of the day, all that matters is your cost per lead, which will allow you to know/track your true cost per closing, AKA ROI, on this lead source.

#8: Run multiple “Ad Sets”, AKA split test. For example, run an ad to: Women Mobile Newsfeed, Women Desktop Newsfeed, Men Mobile Newsfeed, and Men Mobile Desktop. So you can get more targeted with “Interest/Behaviors” if you choose to. 

#9: Select your image, and then add your URL, along with your “Headline” and “Text”. Facebook is backwards, as they have the “Headline” below the image, and the text above the image. Remember, the picture catches attention. Then, the headline and text exists to create curiosity, so the potential lead will take action, and click on your ad.

#10: Select a “Call To Action Button”. You can’t go wrong with choosing the “Learn More” button.

#11: Now, this is a more advanced technique, but you can go into “Power Editor”, and re-create the other Ad Sets as discussed in step #9. You can also test numerous photos inside Power Editor. Quick Tip with Power Editor: You must use Google Chrome to operate Power Editor.

#12: Start small and scale up slowly. I recommend starting at $5 per day, per ad set. Let the ad run for a couple days, and then shut off the non-performing ads, and then slowly scale up the performing ad sets. Always scale up slowly.  25% every few days is a good rule of thumb.

#13: If your Facebook Pixel is installed on your website, make sure to use/watch the “Demographics Tool” inside Ads Manager, which will allow you to see what age group, etc. is getting you the best cost per lead, and you can make adjustments accordingly.

If you are new to Facebook Ads, I know this is a lot of info and can be confusing, but it is well worth taking the time to learn. The great news is, there is a ton of free “How To” content on YouTube. Now that you know the important steps to be successful with your Facebook Lead Generation, you can start doing research, if needed, to dial in each step.

Facebook continues to grow and is not going anywhere any time soon. It continues to be more and more effective for Real Estate Lead Generation, and can help you massively grow your Real Estate Business!

Thanks for reading!

  Joshua Smith, Realtor/Mentor/Entrepreneur

-Voted 30th Top Realtor in America by The Wall Street Journal

-Over 5,000 Homes Sold & Currently Selling More Than 1 Home Daily

6 minutes
One house is lit up.

The Path Toward Real Estate Success: Expired Listings

Joshua Smith Jun 26th, 2020
Expired Listings
Joshua Smith
Making Money in Real Estate

Expired sellers are homeowners who had a goal of selling their home, but who, for whatever reason, did not accomplish that goal. So, they are homeowners that you know have a need and desire to sell their home. Sounds like a great lead source to me!

Unfortunately, the reality is that less than 10% are ready to re-list their home immediately. While they still have the same goal of selling their home, they just need a break from the whole process. They may be tired of cleaning their house and making their beds every day and just need a few months to breathe. So the majority of these sellers wait three to six months to re-list their home.

Keep in mind that, as with all leads, the goal is to connect and develop a relationship, stay in touch long term, and when they are ready to re-list their home, they think of you, we hope.

The first step in this process is getting the lead information. You can pay a monthly subscription to many services which will supply you with a daily list of expired and FSBO leads. 

Some popular companies that provide expired and FSBO data are: 

-Espresso Agent -Vulcan 7 -Landvoice -RedX

You can pull the daily expired lead list from your MLS as well, but getting phone numbers can be difficult through that method, and when it comes to expired leads, mailers can work, but phone calls are by far the most effective way to get results.

OK, so, now you are getting your daily list, and ready to make some calls. Remember, most are not ready to re-list, so, as always, the “Fortune Is In The Follow Up”.

You can go with a “Bottom Line Up Front” approach, where you straight up ask for their listing. This technique can be effective, but it rarely provides that connection for the ability to build a long term relationship.

Example “Bottom Line Up Front Script”:

“Hi, this is (your name) with (XYZ Real Estate AKA your company). I was looking on the MLS and noticed your home just expired on the market. I was looking through your photos and was shocked to see that your home expired. It looks like you have a beautiful home. Out of curiosity, are you still looking to sell your home?”

The odds are good that you will hear something like, “Not at this time. We have decided to take our home off the market for a while….”, so be prepared for this response, as most sellers need that break as we discussed above. You then want to ask permission to stay in contact.

“I 100% understand and know how hard the home selling process is, and it can be nice to have a break. Are you planning on taking a little break and re-listing, and if so, when do you think you may put your home back on the market? Would it be okay if I checked in from time to time to see how you are doing? When it gets closer to that time, I would love the opportunity to interview for the job!”

Based on their answer and timeframe, you will want to follow up with check-in calls to stay front of mind.

Another Expired Lead Script that gets great results is a survey approach, which allows you to connect and identify the seller’s expectations, and then allows you to stay in touch long-term. 

“Survey Script” Example:

“Hi, this is (your name) with (your company). I was looking on the MLS, and realized your home just expired. Just so you know, this is not a sales call. I know you are getting bombarded with realtors calling and begging you for your listing, and that is not what this call is about.

I have found the best way for me to grow my real estate business is to survey homeowners like yourself that had a home for sale, had a goal of selling, and for some reason that goal was not accomplished. I just have two quick questions for you, and if you would answer these two quick questions, it would mean the world to me. Is that something you are willing to do?

My first question is: I am sure your realtor did some things that you liked, that if you were to re-list your home again in the future you would like to see done again. What were some of those things? (get feedback).

Thank you so much for that feedback. My second question is: What are some of the things you felt your realtor could improve on? What do you feel they did not do? Ultimately, why do you feel your home did not sell? (get feedback).

Again, thank you so much for this feedback. I truly appreciate it. Your help means a lot to me! Just out of curiosity, do you still have the same need and goal of selling your home? When do you plan on re-listing your home? I know I said this was not a sales call, and that was not my intention, but based on the feedback that you gave me, I am extremely confident I can help you accomplish that goal. When the time comes, if and when you are ready to re-list your home, I would love the opportunity to interview for the job.  Would it be okay if I checked in every once in awhile to see how you are doing with everything?”  (Of course if they say they need to re-list immediately you would want to be a little more aggressive at setting an appointment ASAP. Read more on turning conversations into appointments here).

As you can see, the “Survey Script” gets the seller talking more, and, therefore, gives you the opportunity to develop a connection. Another huge bonus is that you get to hear from “The Consumer” what services they are looking for a realtor to provide and what their expectations are. So, even if you do not get the listing, you are still gaining great insight that can help you grow your business.

Then, make sure to add them to your CRM (read more on what to look for in a CRM here), and make sure to do your follow-up/check-in calls, so when they are ready to take action, they think of you!

Expired Leads can be a great source of business, and if worked consistently, can provide huge success!

Thanks for reading!

  Joshua Smith, Realtor/Mentor/Entrepreneur

-Voted 30th Top Realtor in America by The Wall Street Journal

-Over 5,000 Homes Sold & Currently Selling More Than 1 Home Daily

3 minutes
Meeting around a laptop.

The Path Toward Real Estate Success: The Sales Funnel

Joshua Smith Jun 12th, 2020
Making Money in Real Estate
Real Estate Advice
Real Estate Success

Every business has a sales funnel, and every successful business owner knows his/her sales funnel inside and out.

A funnel, of course, starts off wide at the top, and then gets more and more narrow until the small opening at the bottom. Here’s my interpretation of the real estate sales funnel from top (widest part of the funnel) to bottom (narrow).

1st: Activities

2nd: Leads

3rd: AppointmentsMade

4th: Appointment Conduction

5th: Clients

6th: Under Contract

7th: Closing/Commission Check

IMPORTANT NOTE: Every client must go through the entire sales funnel. Steps cannot be skipped. However, some people in some situations may go through the funnel faster than others.

Each step in the sales funnel exists to get to the next step:

Activities exist to generate leads. Leads exist to generate appointments made.  Appointments made exist for an appointment conduction to occur. Appointment conductions exist to create a client. Clients exist to put them under contract. Homes which go under contract exist to close the property where you accomplish your client’s goal and accomplish your goal of generating a commission check.

NOW, something that is missed frequently in the sales funnel is that a real estate client does not fall out of the narrow opening at the bottom of the funnel never to return. Once you have a closing/commission check, that client now becomes a past client (your #1 lead source) and re-enters the sales funnel.

But, as with all things, knowing about the sales funnel is only half the battle. You must also have process and systems in place to ensure each step is never missed, happens over and over, is duplicatable, and is scaleable inside your real estate business.

So make sure you know your funnel, are paying attention to it daily, are mastering it, and are creating processes and systems to ensure each step is never missed and that all steps are duplicated over and over.

Now that you have gained some awareness of your sales funnel and its position in your business, analyze and see if you can find any steps on which you are falling short and can improve. Get those steps dialed in and continue to grow your business!

Thanks for reading!  

Joshua Smith, Realtor/Mentor/Entrepreneur

-Voted 30th Top Realtor in America by The Wall Street Journal

-Over 5,000 Homes Sold & Currently Selling More Than 1 Home Daily

2 minutes
Meeting around a laptop and some coffee.

The Path Toward Real Estate Success: Double Your Business

Joshua Smith Jun 5th, 2020
Joshua Smith
Making Money in Real Estate

Every day I speak to realtors who want to take their business to the next level and double, if not triple, their real estate businesses.

In most cases, they are looking to add more or new lead generation methods (more on effective lead generation here). While a great idea, that is not the place to start.

Success is not in addition but in elimination. That’s where you need to start.

Step # 1: Analyze all of your closings for the past twelve months. Make a note of the exact lead sources that led to those closings.

Step # 2: Make a list of everything you are currently doing that has not resulted in a closing.

Step # 3: Eliminate all lead generation activities that have not resulted in a closing in the past twelve months.

IMPORTANT NOTE: For lead generation sources you have been using for less than six months, you may not have closings yet, as it can take a full six months to test a new strategy. For such sources, you may not be able use closings as your metric, so instead use appointments set (more on setting appointments here). In most cases, five appointments set = one closing.

Step # 4: By eliminating activities that are not getting results, you may now free up time inside your schedule to double or triple down on the activities that have produced results.

The above steps are the true key to increasing revenue by eliminating what is not working and doing more of what has been proven to work. But keep in mind that if you do not track your results, you can never truly know what is working and what isn’t (more on tracking here).

Honestly, the only time I will add a new lead source is when I know that I can’t do any more of what is already proven to work, which is very rarely the case. I can almost always find ways to squeeze more out of the sources that have already proven themselves.

So spend some time over the next week breaking down all your closings and their sources, eliminating anything not getting results, and focusing on what has been proven.

Thanks for reading!

  Joshua Smith, Realtor/Mentor/Entrepreneur

-Voted 30th Top Realtor in America by The Wall Street Journal

-Over 5,000 Homes Sold & Currently Selling More Than 1 Home Daily

5 minutes
A white house with a big tree with some sun peeking through.

The Path Toward Real Estate Success: Effective Open Houses

Joshua Smith May 29th, 2020
Joshua Smith
Lead Generation
Making Money in Real Estate

I am not sure why, but a lot of realtors believe in the myth that open houses are only for those just entering the business.

The fact is that open houses are one of the most effective ways to generate business in real estate.

But why are open houses so effective?

You have potential buyers and sellers coming to you.

Those buyers and sellers have already identified where they want to live, and/or the fact they want to sell.

You are instantly face to face, and have the ability to interview for the job right there.

But you can’t just put up a sign and hold an effective open house. Here’s what must be done to develop an effective open house strategy:

#1: Identify an area, and be consistent with it. Think of open houses as your “storefront” where you get to set up and meet potential buyer/seller clients in the area you want to work. Most realtors do open houses all over the place, which is a mistake. Instead, identify an area in which you want to build up market share, and then hold consistent open houses in that area. Current homeowners then begin to see your open house signs set up every weekend there, which increases consumer confidence as potential clients are seeing your name on a consistent basis. So pick an area and start to build your brand.

#2: Signage matters. Before you dive into this aspect or your open house strategy, make sure you check with your local government to see if there are any sign restrictions. If you do not have any sign restrictions, putting out 30+ signs will greatly help increase your brand awareness and drive more traffic to your open house. If you are located in an area with a sign restriction, do not get discouraged, as all your competition (other realtors) are held by the same restriction.

#3: Pre-market the open house. Run a targeted Facebook ad for the area for three days leading up to the open house. Create a neighborhood open house flyer, and hand deliver/door knock the closest 400 homes to your open house.

#4: Set up properly. On top of the 30+ signs placed around the neighborhood, also, purchase a couple tall, attention-grabbing open house flags to put in front of the property. You will get a lot of attention from people currently living in the area, but that is good. When they think of selling, you want to be the first person that pops up in their mind.

#5: Also, put a sign on the door that says, “Per Sellers Request Please Sign In,” and also place this sign on a table just inside the door and have your “Guest Registration Sign In Sheets” at the same table. And don’t forget to include a nice property flyer with all the property information, as well as the different mortgage payment options.

#6: The Tour. Once visitors have signed in, give a thorough tour. You can’t, of course, give a tour to everyone if the open house is really busy, but focus on giving a great tour to those you are able. Ask engaging questions where you can connect with them and identify their goals. Example questions: “What is it about the area you like so much?”, “Do you work near by?”, etc.

#7: Ask for an appointment at the end of the tour. Say something like: “So, what do you think about the property? Does it meet your needs, or are you looking for something different?” (Most will say they are looking for something different as ½ of 1% of homes sell from that open house). In that case follow up with something like: “Great, just so you know, I am not here to just sell you on this house. I am here to identify what your goals and needs are, and if this house meets those, then great, and if not, to identify what your goals and needs are, and then to find you exactly what you are looking for. Based on what you have told me what you are looking for, I know of several homes which I am confident will meet your criteria. I get out of here at 4pm today, and can meet you then to go show you those other homes. Is that something you would like to set up?” Most will not want to set an appointment right there, but if you ask enough people, you will absolutely get some that say yes. Read more about leading from a place of contribution to turn more conversations into appointments here.

#8: Put everyone into your database, and follow up. Read more on effective lead follow-up here.

If you plan, setup, and execute correctly on your open houses, you will absolutely get great results, so follow these steps, and go dominate your real estate business with open houses!

Thanks for reading!

  Joshua Smith, Realtor/Mentor/Entrepreneur

-Voted 30th Top Realtor in America by The Wall Street Journal

-Over 5,000 Homes Sold & Currently Selling More Than 1 Home Daily

3 minutes
Leading a meeting through glass

The Path Toward Real Estate Success: Breaking Down Lead Generation

Joshua Smith May 22nd, 2020
Joshua Smith
Lead Generation
Making Money in Real Estate

It all starts with lead generation.

You can deliver amazing service to your clients, you can know the contract inside and out, you can know how to look out for your clients’ best interests, BUT if you can’t generate a constant stream of leads, you won’t have the chance to excel at the preceding tasks.

So, how do you generate a steady stream of new leads?

You have to start by acknowledging the importance of generating new leads. Every single day, you must make new people aware of you who were not aware of you yesterday, offer those people something of value in exchange for their contact information, and then follow up with them frequently. The essence of lead generation and lead follow-up.

Most realtors make two BIG mistakes make with lead generation: #1: They do not make lead generation a daily priority, and #2: They pursue too many lead sources.

A different approach:

#1: You must make lead generation a daily priority. You have to wake up each day with a plan in place to generate leads. Block off that time on your calendar. You must become intentional each day with your lead generation.

#2: Success is not found in doing 1000 things but in doing a few things brilliantly, thousands of times. Don’t try to focus on having twelve lead sources, but instead, focus on three or four. Do those three or four things constantly to become world class.

What is the best lead generation source? It doesn’t matter. The only thing that matters is your consistency and willingness to generate leads day after day. The best source is the source you enjoy, and the one you will continue to use over and over and over. 

Identify your personal strengths, and then identify the lead generation methods that align with your strengths. For example, if you love talking with and networking with people, then try joining local networking groups and working those groups for new leads. If you are more introverted, and don’t like networking, try Facebook lead generation.

If you study all the top producers on the planet, they have different lead sources, of course, but the one factor that runs through the most successful realtors in the industry is a willingness to be radically consistent.

A magic lead source has yet to be invented. You must plan to win with consistency.

Your lead generation task list:

#1. Break down your personal strengths.

#2. Identify three to four lead generation methods which align with your strengths.

#3. Block off daily time on your calendar to intentionally work those lead generation methods.

#4. Go build a constant stream of new leads to fuel your success in the real estate industry.

Thanks for reading!

  Joshua Smith, Realtor/Mentor/Entrepreneur

-Voted 30th Top Realtor in America by The Wall Street Journal

-Over 5,000 Homes Sold & Currently Selling More Than 1 Home Daily

2 minutes
Would you believe it's a hand writing in a planner while the other hand holds a phone?

The Path Toward Real Estate Success: Time Management

Joshua Smith May 15th, 2020
Time Management
Joshua Smith
Real Estate Advice

Time management does not exist.

You cannot manage time.

You cannot control the fact there are 24 hours in a day or 168 hours in a week.

BUT what you can control is your “choice management,” or how you choose to use your time.

Here Are Some Quick & Effective Tips:

#1: Wake up one hour earlier than you have to and spend that hour planning out your day.  What you are going to do? When you are going to do it? etc.

#2: Before you end each day, spend a few minutes reflecting on everything you did and see what you did that was not necessary. Then reflect on what was necessary to see if you could have done anything to be a little more effective and efficient with your time.

#3: Utilize a calendar and make sure everything gets on your calendar. Google Calendar is FREE.

#4: Create a daily to-do list. During your morning planning, make a to-do list of all the important things you need to get done that day. You can do it on a piece of paper or use a great app like Wunderlist. 

#5: Once you have created your daily to-do list ask yourself, the three items on your list that would have the greatest impact on your business. Make sure those get done as early in the day as you possibly can. Make sure the most important items get completed.

I know by doing the above tips you are adding more to your plate. However, anyone who takes the time to plan and reflect on his/her day does not have a time management issue. I can assure you, these tips will quickly become a massive game changer and something you can’t live without.

Thanks for reading!

  Joshua Smith, Realtor/Mentor/Entrepreneur

-Voted 30th Top Realtor in America by The Wall Street Journal

-Over 5,000 Homes Sold & Currently Selling More Than 1 Home Daily

3 minutes
Notes out in a meeting

The Path Toward Real Estate Success: Standing Out

Joshua Smith May 8th, 2020
Converting Leads
Joshua Smith
Making Money in Real Estate

The marketplace is overrun with realtors.

What are you doing to separate yourself from your competition to make sure you stand out?

Not everyone is thinking about buying or selling at this given moment, so the ultimate goal is to offer those who either may want to buy or sell at some point in the future something of value and stay in touch with them to build a connection over time.

In the noisy world in which we live, we must think differently and lead from a place of contribution.

Let's think about For Sale By Owners. Instead of just asking/begging them for their business, what about offering them some free tips and tools that can ultimately allow them to be more successful?

The reality is, only 8% of FSBO’s are ever successful at selling their homes on their own, and per the National Association of Realtors, the FSBO’s which are successful, on average, sell their homes for 16% less than the average realtor listed property.

If you offer free tips/tools, you are establishing a stronger relationship over time. So, when the 92% that are unable to sell on their own decide they want to hire a realtor, BOOM, you are the first realtor they think of!

What if you offered for FREE:

  • An in-depth current market analysis report
  • A “How To Prep Your Home For Sale To Get Top Dollar” guide
  • A guest registration login book
  • A blank Association of Realtors contract
  • A seller's guide from your local title company
  • Some tips on creating social media ads
  • Some tips on lead follow-up
  • Some tips on holding a successful open house

This is not an exhaustive list, but rather some suggestions to give you a mindset of ways to offer something of value and become a resource. While other realtors are begging for their listing and telling them how they are going to fail, you are offering value and building a connection. So when they get to that point of frustration at which they decide they need to hire a realtor, you are the realtor who comes to mind.

The key is to always offer something of value in exchange for the consumer's contact info, and then you can follow up, continue to be a resource, and develop a relationship over time.

Keep pushing hard, and keep up the amazing work!

Thanks for reading!

  Joshua Smith, Realtor/Mentor/Entrepreneur

-Voted 30th Top Realtor in America by The Wall Street Journal

-Over 5,000 Homes Sold & Currently Selling More Than 1 Home Daily

2 minutes
Woman writing in a notebook while at a computer.

The Path Toward Real Estate Success: Mastery

Joshua Smith May 1st, 2020
Joshua Smith
Making Money in Real Estate
Real Estate Advice

Mastery happens when eyeballs are not on you. It happens behind closed doors. It happens with extreme focus. 

You will not master your craft by simply working each and every day inside your real estate business.

Mastery happens after you put in a long work day, and you go home, and then practice your presentations and scripts over and over and over.

You will never go on enough listing presentations daily, weekly, or monthly to truly master the craft of your listing presentation. So you must practice it over and over. After a long work day, once you get home, after you spent some time with the family.

While your competition chooses to watch TV and relax, you choose to practice your listing presentation every single night for two hours.

This is how mastery takes place.

And here is the really cool part about mastery: So few people focus on it, so, once you do, you really have no competition!

Some absolutely critical items you MUST master inside your real estate business:

-Lead Generation

-Lead Follow Up

-Your Appointment Setting Scripts

-Your Buyer Presentation

-Your Listing Presentation

-Your Objection Handling Scripts

-Your Closing Scripts

Of course that’s not everything you must know about real estate, but the above is a list of some absolutely essential items you must focus on mastering inside your real estate business if you want to create success.

So start working on mastery and start creating MASSIVE SUCCESS!

Thanks for reading!

  Joshua Smith, Realtor/Mentor/Entrepreneur

-Voted 30th Top Realtor in America by The Wall Street Journal

-Over 5,000 Homes Sold & Currently Selling More Than 1 Home Daily

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