Steve Koerber

The Best Ever Open Home Callback Question

People who visit your open homes come for a variety of different reasons.

If you analyse what percentage of visitors are genuinely interested in the homes you open, you might be surprised.  If the percentage is not 0%, the chances are the highest you’ll ever get is around 2%.

When average salespeople do their open home callbacks they ask questions like this:  “What did you think of the home?  How much would you pay for it?  Help me give feedback to my sellers!”  It’s all gimme, gimme, gimme.

The problem with this approach is that it actually has the potential to annoy 98% of the people you call.  Asking questions that people might struggle to answer can be a real turn off.

Luckily there is a better way to approach these calls.  Change your thinking and realise that the best approach is not to ask for something, but to offer to help.  You need to give first, then you will receive.  The giving bit comes first!

Try this approach with every callback:

Hello Mrs Smith, it’s Julie from xyz realty.  I wanted to thank you for visiting 39 Smith St on Saturday and I was wondering if I might be able to help you find a home.

That’s it, there’s no need to ask or say anything else!  All will soon be revealed.

Your customer will immediately realise that you don’t want anything from them.  Subconsciously they will instantly have a higher level of respect for you.  They’ll appreciate your offer to help, especially if they are a serious buyer.  If they’re not a serious buyer and they were just checking you out as a potential listing agent, they’ll probably tell you that as well.  If they were a nosey neighbour they’ll probably fess up to that too.  And if they are interested in the home (remember only a maximum of 2% usually will be) they will steer the conversation back to the home  – what a great way to qualify them!!

Turn potentially intrusive sales calls into positive experiences for you and your customers.  A simple offer to help will open up so many opportunities for you.  Give it a try and let me know how it goes for you.

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Steve Koerber

The ‘Four Hour Work Week’ for Real Estate Success

My holiday reading last year was so inspiring I just have to share it with you.  I highly recommend you buy a copy of The Four Hour Work Week by Timothy Ferris.

Step 1 – Process of Elimination

Pareto Principle

*  Quantify 20% of the activities that produce 80% of your desired outcomes

*  Determine the 20% of activities & people that are consuming 80% of your time

*  Apply 80/20 rule to customers, work tasks, personal chores, friends etc

The goal is to:

1.       Find your inefficiencies in order to eliminate them, and

2.       Find your strengths; those critical few tasks in order to multiply them.

Working every minute of every hour between 9 to 5pm isn’t the goal.  That’s simply a structure that has become a habit for most In the knowledge economy.  It’s important to shift from presence to performance, cut out static (all the things that consume time and income without return on investment).  You’ll find that very few things matter.

Step 2 – Cultivating Selective Ignorance

  • Shift to a low information diet.  As an example I cleaned out my internet “favourites” that were increasingly eating my time.
  • Avoid “all input” and “no output”.
  • A more effective approach is to catch up with “news & data” when required, instead of constantly keeping up.
  • Let things wait – especially email!  Nothing is really that urgent.
  • Be more efficient using an email auto-response system.  Send an email to s.koerber@barfoot.co.nz to see mine.
  • Give yourself room to single task and focus on the mission-critical tasks (or as we know it, Dollar Productive Activity) without interruptions.

Step 3 – Outsourcing your life

  • Avoid doing $20 per hour tasks if you’re worth $120 or more per hour.  Get a PA or VA.
  • If you earn $100,000p.a in real estate and on average work 3 “effective dollar productive” hours per working day, assuming 1 day off per week and 5 weeks holiday, you would “work” a total of 831 hours per year.  This equates to $120 per hour.
  • Most honest hard-working salespeople create a false reality and believe they “work” 8 or 10 hour days.  It’s bollocks!
  • If you think you “work” an 8 hour day and you’re actually above average and do 3 hours dollar-productive activity per day, then you’re desecrating 5 hours per day of your life.  How would your family or spouse feel about you “going to work” if they knew the truth?
  • Assuming you earn $100,000 per year, and today, between 1pm and 2pm you wrote an ad, stuffed some envelopes, read some emails, and talked to your manager – those activities earned you $0.  The 3 “dollar productive” hours you hopefully achieved are the ones that gave you your $360 today.
  • Resolve not to work for no reward.  At the very least, resolve to spend your unproductive hours with friends/family or relaxing on the beach – not in the office pretending to work.

In Summary

It’s smart to focus on getting things done, but it’s only possible when you set your “not to-do list”.  Remove the constant distractions and static and focus on the critical few dollar productive activities (DPA) – there really aren’t that many!

Real Estate DPA is simple.  Ask yourself how many of the following activities are you scheduling and performing.  More importantly, ask yourself how many $20 per hour activities fill your days – outside the following key activities in order of priority:

  • Prospecting
  • Listing
  • Negotiating
  • Selling and keeping deals together (thanks Fred Grosse & Bob Wolff!)

Remember, all of the rules we follow (outside of the rules of science) are rules we set ourselves.  So set yourself up to win and choose your own rules.  Buy the book and immerse yourself!

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