Tiffany Curry, Christian Ross and Craig Wilburn from Berkshire Hathaway HomeServices, Engel & Völkers Atlanta & Team Dynamo at Keller Williams Realty, show how to make a game plan to blow away the competition this year.
Even if you haven’t started yet to build your game plan for 2021, there is still time to do it. Curry says you must begin with a vision for your year, before you can gain traction in your market. Have you written down your core values for your company?
Make a Big Goal
Start 2021 off right by making a big goal for yourself as an agent. Once you have that goal in mind, you have to follow up by creating a marketing plan strategizing how you will accomplish it. Curry says it’s best to take a full day to plan for your upcoming year.
“You must have both a vision statement and a mission statement,” says Wilburn.
Value Add – Growth Plan
“Do you have a Covid connection plan for both your agents if you’re a broker, or for your client’s if you’re an agent?” asks Ross.
How are you connecting with your agents and your community? Ross says you must make sure you are talking to them individually. They need constant outreach to feel connected to your brand.
4-1-1 Scorecard
Wilburn asks each agent how they want to end their year. He wants to know their financial goal. Once the goal is clearly identified, then they work on what it will take to get there. How many listing appointments and closings will they have to have to achieve their end result?
He makes them consider in order to make one closing, how many contracts will have to signed? To get one contract signed, how many clients will it take? To get a client, how many calls will they have to make?
“This is about accountability. They will break down expectations weekly, to make the goal feel more manageable throughout the year,” says Wilburn.
Planning, Executing, Accountability
“Video is king right now,” states Ross.
Make sure you are incorporating video in everything you do. You have to feel familiar to your clients. Take a look at your current marketing plan. Go over it with a fine-tooth comb, and figure out where you can use more video to accomplish your goals.
“Connect with your clients using video messages. Share your progress with them. Let them know your objectives and wins. Bring them into your world using video.”
Vision Boards
“We create vision boards. We want our agents to have lives outside of real estate. Getting them to map out their goals on a vision board, helps them obtain critical balance. It helps them keep in mind that real estate is there to fund their lives, not take over their lives,” says Wilburn.
Social Media
Curry’s team takes to social media using the hashtags: #weunderstand #iunderstand. It makes them feel more human to their clients. It’s a hashtag that is helping them brand themselves as the agents who understand what the customer needs.
Taking Stock
Wilburn urges agents to audit their processes. How are you doing with your customers? Are you on target to meet your goals? Are you looking at your marketing plan, and making sure you are using more video?
“You have to measure the effectiveness of the things you are doing,” cautions Wilburn.
Organize your Meetings
Wilburn outlines what he calls his Level 10 weekly meeting. It runs for one and a half hours.
5 min: Good News – everyone shares uplifting news from their week
5 min: Scorecard – this is about accountability
5 min: Rock Review – What are the things we need to get done in our company?
5 min: Headlines – any big customer / employee headlines we need to discuss
5 min: To Do List
60 min: Identify, Discuss, Solve – focus on big problems in business
5 min: Conclude – rate meeting
“You will end with such clarity in your business on a weekly basis,” says Wilburn.