What’s Happening at Xperience


 



What’s Happening at Xperience

September 18th, 2020

Letter from Chris Suarez

Very Little

“We need very little to survive. We need very little to be happy. We need very little live experientially. And even in times of uncertainty, doing even very little things for those you care about is incredibly fulfilling.”

Read the whole post here

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Partner Call

Listen and watch the September 18th Partner Call here

Hangout of the Week

Seller Objections Afraid to Sell Because They Won’t Find A House to Buy in This Market

 

How to overcome objections with sellers to eventually get to that emotional buy-in.

Highlight From Standup

Click here to view the whole document on a “A Day in the Life of My Database.”



Brivity Transition Prep

If you need help with Brivity or have questions about the transition, please reach out to Justin Hardman at [email protected].



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Coming Up Next Week: View Full Calendar Here

Monday, September 21st
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– MINDSET with Katie Benson: 10:00-10:30am PST

Tuesday, September 22nd
– Run Your Real Estate Business While Homeschooling Kids Hangout with Kristen Williams: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

Wednesday, September 23rd
– Expireds Hangout with Phillip Gazca: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Value Add Items for FSBOs Hangout with Marley Jackman: 10:00-10:30am PST

Thursday, September 24th
Open House Hangout8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Increase Your SOI Influence Hangout with Carter Williams: 10:00-10:30am PST

Friday, September 25th
– Partner Call8:00-9:00am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

 

 



 



What’s Happening at Xperience

September 11th, 2020

Letter from Chris Suarez

Bring the Boat In

“We are headed into choppy waters. I believe what we’ve just experienced in our industry was actually the calm before the storm. It’s September 2020 and collectively you have surpassed the goals you set for yourself for this year way back in the fourth quarter of 2019. The wind is picking up, the water is choppy, and the current is strong.”

Read the whole post here

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Partner Call

Listen and watch the September 11th Partner Call here

Hangout of the Week

Open House Hangout

 

What to look for when scheduling your open houses to ensure it’s successful.

Highlight From Standup

Do You Want to Become the Best You?

Here’s a BIG truth: People who are the best have the confidence to want to become the best in the first place. So if you don’t have that confidence, maybe you’ve been told a lie that we’ve been told over and over again.

Here’s the lie: hard work is all it takes to become the best. Hard work doesn’t always pay off.

The Best Version of You = Purpose x Courage x Control x Luck x Hard Work

Step #1: Know Your Purpose

Step #2: Embrace Fear of Failure

Step #3: Control Your Mind

Step #4: Harness Your Systems

Step #5: Expect Luck

Step #6: Assimilate Your Expectations

Step #7: Avoid Mental Handicapping

Step #8: Hustle, Don’t Excuse

Step #9: Be Great, Not Perfect

Step #10: Reframe Your Competition

Script of the Week

Series of 3 Dominoes Script:

Would you be offended if I take a minute and tell you the steps that I have seen work
successfully for buyers in today’s market?

It is a series of 3 dominoes, in a specific order:

Step 1: Get your finances in order. Talk to a lender, put together Proof of Funds if you’re
a cash buyer. Whatever you need to do to be financially ready.

Step 2: Meet with a real estate broker to have a Buyer Consultation or “strategy
session”. This is where we sit down together and put together a plan including timelines,
criteria, etc. This is too big of a purchase to move forward without a plan, right?

Step 3: Go look at houses. You’re out here walking into Open Houses and talking with agents like me so it seems like you may be doing the last step first, doesn’t it?

So where are you at in the process? Have you already met with a lender or are you just
getting started? Would you find it valuable for us to meet and talk about your plan?

Agent of the Week
Not only did he recently graduate launch, but in addition, Jason Hord is our AGENT OF THE WEEK! Jason’s coach Cidalia Zipeto had this to say about him: “Jason has grit. He had life through challenges at him immediately after starting his 100 days in launch. What I loves most was that he didn’t give up. He set his mind on getting things done and that is exactly what he did. Keep up the great work.” Congratulations Jason!



Brivity Transition Prep

The Brivity transition has started. This week Brivity sent out formstacks to collect individual information and start the IDX process.

Please reach out to [email protected] if you have any questions or did not receive the formstack.

Marketing

Neighborhood Tours:

  • Best practiced virtually in the pandemic and uploaded to social media
  • Upload a 3-5min video of you talking & walking around your farmed area, or a specific neighborhood
  • Describe what’s special about the homes in that region
  • Describe days on market
  • Describe price points
  • What is there to do? Restaurants? Parks? Trails?
  • Any notable historic facts about the neighborhood

 

Example of an in-person walking tour in New York’s Gramercy Park. This can easily be translated to a 3-5min virtual tour that you post to social media. 

Class of September 2020 

Congratulations to Jordan, Jason, Andrew, and Oscar who graduated launch! 

Coming Up Next Week: View Full Calendar Here

Monday, September 14th
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– MINDSET – Shift Your Energy, Get Positive Results Hangout with Carter Williams: 10:00-10:30am PST

Tuesday, September 15th
– Seller Prequalification Hangout with Phillip Gazca: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

Wednesday, September 16th
– Listing Presentation Hangout with Charlotte Mabry: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

Thursday, September 17th
Seller Objections Afraid to Sell Because They Won’t Find A House to Buy in This Market Hangout w/ Marley Jackman: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

Friday, September 18th
– Partner Call8:00-9:00am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

 



What’s Happening at Xperience

September 4th, 2020

Letter from Chris Suarez

You Haven’t Changed a Bit!

“As I look across our organization, so many of you think differently. You act differently. You are in different places in your life. You feel differently about things. So many of you have become different people. Oh sure, we all have those friends that will tell us “You haven’t changed a bit,” but I assure you, you have. And change looks good on you.”

Read the whole post here

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Partner Call

Listen and watch the September 4th Partner Call here

Highlight From Standup



Script of the Week

Scripts + Questions to Ask + What to sayIcebreaking Introductions:

Hi ____________! It’s __________________ with TEAM (if needed)… I’m calling to check in, catch up and see what’s happening in your world.

Hi ____________! It’s __________________ with TEAM (if needed)… I trust that you’re well… First off, I know it’s been too long since we connected and I want you know I’m embarrassed I’ve allowed so much time to pass. What’s new in your world?

Hi ____________! It’s __________________ with TEAM (if needed)… I excited to share that we’re hosting

Ask for the referral

Indirect:
And of course, I’ve to help you or anyone you know with real estate whenever you need it.
I’m always looking for great people to help with real estate

Direct:
Who do you know – maybe from __________ or _____________ – that is looking to buy a home or sell a home that you can connect me with? [if no one] Thanks for thinking about it, when you do come across someone, will you promise to connect us?
I love working with you so much and I know that people hang around other people like them. So, I’m sure I’d get along great with your friends and family! Who do you know that’s even thinking about moving that could use my help?

Agent of the Week
We’ve been seeing sale after sale with our AGENT OF THE WEEK! Michael Edgeworth! 🥳Michael’s team, the Charlotte Mabry Team, had these kind words to say about him: “Michael is very hardworking and the ultimate negotiator! He is always supportive of his teammates and loves to cheer them on! He is a person of deep integrity and character.” Congrats Michael!



Brivity Transition Prep

The Brivity transition has started. This week Brivity sent out formstacks to collect individual information and start the IDX process.

Please reach out to [email protected] if you have any questions or did not receive the formstack.

Marketing

Use the following Labor Day Graphics to share on social media and celebrate Labor Day on September 7th! 









Coming Up Next Week: View Full Calendar Here

 



What’s Happening at Xperience

August 21st, 2020

Letter from Chris Suarez

A Day In The Life of A Yak Shaver

“How we control what we see will determine how focused we become.
Eliminate visual distraction.
Eliminate visual disruption.
Eliminate visual diversion.
Our ability to control our eyes will allow us to control our actions.
Stop shaving the yak.”  

Read the whole post here

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Partner Call

Listen and watch the August 21st Partner Call here

Hangout of the Week

Pricing Mastery Hangout

 

How to engage your clients in the pricing process and have them OWN it!

Highlight From Standup

“The Fortune Is In The Follow Up”

There are four stages of the sales process:
1) prospecting
2) presenting
3) closing
4) follow-up

Most salespeople are good (or great) at one, two or sometimes three stages of the process but not all four stages. Successful sales professionals must be great at all four stages of the sales process to gain maximum results. In my personal experience training and coaching sales professionals across the country I have found that follow up is the key to sales growth and retention.

Unfortunately over 90 % of the time follow up is the weakest link in the sales process.

Follow up facts:
58% of all salespeople quit completely after a single call on a prospect. 20% make two calls before giving up.
7% make three calls. 15% make five calls or more.
* The 15% of the salespeople that make five calls or more produce about 75% of all the business.

marketing experts tell us for most customers to remember (and buy) a product or service they need 5-7 exposures. It’s important to touch the prospect by following up 5-7 times in the first 30 days. It is not realistic for salespeople to think that everyone is going to buy the first time after they are exposure to a product or service.

Customer Retention: Harvard Business Review reported that companies could increase profits by up to 85% simply by reducing their loss of current customers by 5%. Follow up is a plays a major role in customer retention.

Script of the Week

Click on the image to access the PDF of The Promise Script



Success Stories
July First Listing, Pending, and SOLD!







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Brivity Transition Prep

Over the last few weeks we’ve focused on cleaning up our databases in CINC. We started with applying labels that correspond with lead status in Brivity.

We also worked on getting rid of all the duplicate leads that may exist in the database.

And most recently we have been focused on cleaning up lead sources.

If you’ve successfully tackled all 3 of these items, please send an email to [email protected] for next steps.

Marketing Tip

Steps to sanitize at each open house & then PROMOTE on social!
Read more here

Coming Up Next Week: View Full Calendar Here

Monday, August 24th
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– MINDSET – Improve Your Relationship w/ Failure Hangout with Kristen Williams: 10:00-10:30am PST

Tuesday, August 25th
– Run Your Business & Homeschool Your Kids Hangout w/ Kristen Williams: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Turn Your Listing into 2 Guaranteed Hangout w/ Bradie Pitman: 10:00-10:30am PST

Wednesday, August 26th
– Expireds Hangout8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– FSBO Follow-Up to Take the Listing Hangout w/ Marley Jackman: 10:00-10:30am PST

Thursday, August 27th
– Open House Hangout8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Increase Your Influence With Your SOI Hangout w/ Carter Williams: 10:00-10:30am PST

Friday, August 28th
– Partner Call8:00-9:00am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

 

 


 



What’s Happening at Xperience

August 14th, 2020

Letter from Chris Suarez

PLACE YOURSELF IN THE RIGHT ENVIRONMENT

“Become the architect of your environment.  It is a choice you make.  Make that environment visible to everyone part of it. Perhaps a part of your current environment is not ideal.  Perhaps you need a bit of environmental therapy.”  

Read the whole post here

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Partner Call

Listen and watch the August 14th Partner Call here

Hangout of the Week

Bullet Proofing Transactions

 

 

Click on image to access a PDF on Bullet proofing your transactions. 

 

Click on image to access the 5pm Protocol PDF.

Agent of the Week
AGENT OF THE WEEK TIME- Melanie FanettiMelanie’s Coach Bradie Pitman had these kind words to say about her, “It’s no surprise that Melanie is our agent of the week, she has really kicked it into HIGH GEAR. That shift has allowed her business growth over the last several months that has resulted in record shattering numbers for her business. More importantly, Melanie’s growth as a person and mom has been amazing to witness. She is the person you count on to get it done and I couldn’t be more proud of her!”



Success Stories
July Millionaire’s Club



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Brivity Transition Prep

Over the last few weeks we’ve focused on cleaning up our databases in CINC. We started with applying labels that correspond with lead status in Brivity.

We also worked on getting rid of all the duplicate leads that may exist in the database.

And most recently we have been focused on cleaning up lead sources.

If you’ve successfully tackled all 3 of these items, please send an email to [email protected] for next steps.

Marketing Tip

Newsletters

Use newsletters to email your database. Whether it’s market updates, showcasing new listings, or sharing real estate tips and tricks. Click on each photo below to be directed to the Canva template. 







Coming Up Next Week: View Full Calendar Here

Monday, August 17th
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– MINDSET – Shifting Your Internal Landscape Hangout with Katie Benson: 10:00-10:30am PST

Tuesday, August 18th
– How to Have Staging Conversations w/ Sellers Hangout w/ Geneva Might: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Set Your Appointment & KEEP IT Hangout w/ Bradie Pitman & Jordan Linnenkugel: 10:00-10:30am PST

Wednesday, August 19th
– LIVE Buyer Presentation Hangout with Alexa Sawaya & Hilary Cabiness: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Listing Presentation Hangout10:00-10:30am PST

Thursday, August 20th
– Buyer & Seller Objections Hangout8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Pricing Mastery Hangout: 10:00-10:30am PST

Friday, August 21st
– Partner Call8:00-9:00am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

 



What’s Happening at Xperience

August 7th, 2020

Letter from Chris Suarez

PANTS FROM PARIS

“There was no time to argue so I ran back to the Eiffel Tower with pants in hand…now sweat dripping from Im sure every pore on my body.  If they were worried about my shorts before, Im sure they were worried about how I looked now!”

Read the whole post here

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Partner Call

Listen and watch the August 7th Partner Call here

Hangout of the Week

MINDSET Managing Your Energetic Field

 

Katie Benson leads on how to create and manage your energetic field. She digs into BUILDING your confidence!

Agent of the Week
Congratulations to our AGENT OF THE WEEKNicole Anthony, agent on The Charlotte Mabry Team. Her team and coworkers say that Nicole ALWAYS has a positive attitude! She constantly shows up within the Xperience organization and is willing to help others. She is a veteran on The Charlotte Mabry Team and has taken interest in more leadership roles within the team! Cheers to more and more growth, Nicole. Well deserved!



Slack Find 🧐

The Power of Questions

Posted by John Powers in September 2019
1. Questions unlock and open doors.
2. Questions are the most effective way to connect with people.
3. Questions cultivate humility.
4. Questions engage others.
5. Questions allow us to build better ides.
6. Questions give us a different perspective.
7. Questions challenge mindset and get you out of a rut.
What do questions do?
1. Demand and answer
2. Stimulate thinking
3. Give us valuable information
4. Put us in control
5. Get people to open up
6. Lead to quality listening
7. Get people to persuade themselves- move people forward.

Brivity Transition Prep

Over the last few weeks we’ve focused on cleaning up our databases in CINC. We started with applying labels that correspond with lead status in Brivity.

We also worked on getting rid of all the duplicate leads that may exist in the database.

And most recently we have been focused on cleaning up lead sources.

If you’ve successfully tackled all 3 of these items, please send an email to [email protected] for next steps.

Marketing Tip

Where else can you market listings?

Facebook Marketplace! Make sure you are covering your bases with where you are marketing your listings. For detailed instructions on exactly how to list on marketplace, watch the video below. 
 

Coming Up Next Week: View Full Calendar Here

Monday, August 10th
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– MINDSET – Navigate Your Energy Hangout with Carter Williams: 10:00-10:30am PST

Tuesday, August 11th
– Bullet Proofing Transactions Hangout w/ SPECIAL GUEST Fred Sed: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Find Off Market Opportunities Your Buyers Hangout w/ Marley Jackman: 10:00-10:30am PST

Wednesday, August 12th
– Launching Luxury Expireds Hangout with Kathleen Bucher: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– FSBO Hangout10:00-10:30am PST

Thursday, August 13th
– Open House Hangout8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– How to Get More Referrals From Your Database Hangout w/ Cidalia Zipeto: 10:00-10:30am PST

Friday, August 14th
– Partner Call8:00-9:00am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

 

 



 

What’s Happening at Xperience

July 31st, 2020

Letter from Chris Suarez

RUN THE PLAY

“Why?  Because with the perfect playbook all you need is:

Practice.

Athleticism.

Team Work.

Execution.

Combine these four with the perfect playbook and you’ll have a winning team. You’ll have a winning business.  

Go run the play.”

Read the whole post here

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Partner Call

Listen and watch the July 31st Partner Call here

Hangout of the Week

Internet Lead Conversion

 

Learn from Brivity Bob on how you can make your database work for you!

Sample Script

BUYER INTERNET SCRIPT:

Hello is <Buyer First Name> there?

Intro question to make them focus on their needs

Hi <Buyer First Name> this is <Agent Name> from [Company name]…I noticed that you were on our website looking for homes in <Area Name>. Are you only looking in <Area Name>; or are you open to other areas as well?

Get the first YES

Great! If I can get you the list of homes from <Area Name> and <Area Name> that are a perfect match to what you are looking for, is that valuable to you?

Sell them on why they should meet us

If I can get you homes that meet your criteria and they are not listed anywhere publicly and the buyers are not fighting over these homes, could that be beneficial to you?
*(OPTIONAL: Tell our Unique Selling Proposition)

Great….We’ve helped 1000’s families with their dream home, and we specialize in helping our clients get the home they are looking for at the lowest price, in the shortest time possible, and have a great home buying experience as well. Would that information be helpful to you?

Excellent, I have Thursday at 4pm or Friday at 3pm available, where we can sit down for a strategy session to create a customized buying plan for you that will help you achieve your goals of finding the right home, for the right price, in a timeframe that works for you. Which time works better for you?

Verify if seller lead as well

Highlights from Standups

5 Common Negotiation Mistakes

1. We Fail to Thoroughly Prepare to Negotiate.

Wise negotiators understand the importance of taking ample time to analyze several aspects of negotiation carefully. Start by thinking about your best alternative to a negotiated agreement, or BATNA (Best Alternative To a Negotiated Agreement) It is also important to calculate your reservation value, or your walkaway point, and to try to estimate the other party’s BATNA. All of these calculations will help you make more rational decisions.

2. We Focus On Competing Rather than Collaborating.

For a more effective negotiation, focus on creating and claiming value. When you take time to build rapport and trust, both sides will feel more comfortable sharing their underlying interests in the negotiation.
Identify potential tradeoffs:
if there’s an issue you don’t feel strongly about, you might be willing to concede in exchange for a concession on an issue you value greatly. Smart negotiators recognize they’ll get more by looking for win-win solutions.

3. We Fall Back on Cognitive Shortcuts.

We tend to be overconfident of our odds of getting our way, for instance. And we pay more attention to vivid information (such as salary in a job negotiation) than to less flashy information (such as the length of our commute) that might have a bigger impact on our satisfaction. We can improve our negotiation skills and reduce the pernicious effects of these biases by preparing thoroughly and taking ample time to negotiate.

4. We Let Our Emotions Get the Best of Us.

Strong emotions can also keep us from making rational decisions—and lead to negotiation mistakes. When negotiations get heated, try taking a break to let everyone cool down. When you regroup, talk about what happened, giving everyone time to air their concerns.

5. We Take Ethical Shortcuts.

Just stop. Don’t do it. You’re better than that 🙂

Agent of the Week
Congratulations to our deserving AGENT OF THE WEEK- Kim Johnson!
John Powers had this to say about Kim. “Kim’s energy and commitment to not only attending, but sharing during our morning stand ups helps fuel my energy and I know others feel the same way. She always finds a way to pour into others and is accomplishing great things along the way. If you’ve haven’t taken the time to reach out and get to know her, you should. I promise your life will be better for it.”

Success Stories
Firsts – JUNE

Brivity Transition Prep

Over the last few weeks we’ve focused on cleaning up our databases in CINC. We started with applying labels that correspond with lead status in Brivity.

We also worked on getting rid of all the duplicate leads that may exist in the database.

And most recently we have been focused on cleaning up lead sources.

If you’ve successfully tackled all 3 of these items, please send an email to [email protected] for next steps.

Marketing Tip

Pop-By Gift IdeasIt’s that time again…
Have you checked in on your database in the form of a pop-by?
Here are some ideas to get your creative juices flowing!
Send marketing an email if you need any help with custom labels and artwork. 

Hand sanitizer or hand wash, mask, pandemic kit
Custom branded Starbucks gift cards
Seed kit
General “THANKS” for being a client

Coming Up Next Week: View Full Calendar Here

August dates coming soon!

 

What’s Happening at Xperience

July 24th, 2020

Letter from Chris Suarez

IT’S TIME TO ADD SOME HEAT

“In business, as with fire, being willing to travel uphill and do the work will allow you to grow at a faster rate.  It reminds me something I heard John Maxwell say once: “Everything worthwhile is uphill.”

Fuel. Heat. Oxygen.

Perfect your product…Focus on the right activity…Keep consistent.”

Read the whole post here

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Partner Call

Listen and watch the July 24th Partner Call here

Hangout of the Week

Battle of the Script Masters

 

The ultimate showdown of these SCRIPT MASTERS!

Sample Script

Ben Kinney’s 5-5-5 Pricing Script:

“I’d like to share a strategy that allows both you and me to figure out how to price the property because I need to sell the property three times.

First– I have to sell it once to an agent so they’ll show it to their buyers, because 86% of sellers are represented by real estate agents.

Second– I have to sell it to the buyer to get them to write an offer.

Third– I need to sell it to the bank and the bank’s appraisers to get them to give a loan on the property.

“Since it has to be sold so many times to so many people, you have to use the same data that all those people use when getting a home price. And the appraisers, the banks, the agents, and the buyers use active home listings, pending home listings, sold home listings. This is why we developed the ‘5-5-5’ that allows us to accurately price a property by picking out 5 comparable active properties, 5 comparable pending properties, and 5 comparable sold properties.

“These properties together create a bracket. The bracket is the highest price you’d consider selling your home for and how many days on market that that will take.

“You might be able to price your property 5% higher, but it could then take you a year to do it. Or, the lowest possible price for your home might sell in a day. We need to pick where in the range you’d like your home sold. Does this sound like a good way to price your home?”

By using the 5-5-5 strategy, you use the data to tell the price. That takes the emotion out of the equation and keeps potential sellers from being offended. With 5-5-5, you’re using the same method as successful mega-agent Ben Kinney. This will get you more offers and ultimately allow you to sell more properties.

Highlights from Standups

F.R.O.G.S

Reminds us of five sources of rapport with someone – and therefore five subjects of conversation we can use to start a meeting up and thereby build rapport.

Friends

Who do we know? Who do we know in common? Take an interest in their friends. Look for social connections online through Facebook, Instagram, LinkedIn, Etc. Who are “friends” I want to work with? Who should I be friends with?

Relationships

Close friends, parents of your best friends. Anyone that knows you and your core values. You would interpret this as family, if you know them well enough, or as business relationships otherwise. Also… your family.

Organizations

Current or past organizations with which they are connected – in both formal (work) and informal (sports/charity) contexts. Think about places you’ve worked (co-workers), associations you’ve joined, clubs, groups, trade organizations, etc… *Political and religious organizations need to be handled with care.

Geography

Place is an important anchor for many of us, so when we share connections to countries, states, cities, & better yet neighborhoods we live, it can create a strong bond. Often there are allegiances (favorite football team) and experiences (that time you got chased off the mountain by cops together) that go with this, which can also strengthen rapport.

Social

This is probably something no one needs instruction on (ha ha)… However if you’re strategic socially it can drive a big part of your business. You just have to be dedicated. This can be in a virtual environment or a physical environment (networking etc.) whenever that becomes a thing again. The key is to adapt to wherever “they” are. If you communicate and reach out on that level you will have a better chance at continuing the conversation.

Agent of the Week
Todd Cleaver is our AGENT OF THE WEEK! His coach, Bradie, said this about him, “Todd is a force to be reckoned with. He shows up consistently day in and day out and is always looking for the next opportunity to improve. His consistency has really come back two-fold as his business has nearly TRIPLED in the last 2-3 months compared to the first 4 months of the year. Todd is one of the most easy-going, gracious, and compassionate people I know and I’m super excited we get to celebrate him as our agent of the week.”  :star2:

Success Stories
Millionaire’s Club – JUNE



Brivity Transition Prep

Over the last few weeks we’ve focused on cleaning up our databases in CINC. We started with applying labels that correspond with lead status in Brivity.

We also worked on getting rid of all the duplicate leads that may exist in the database.

And most recently we have been focused on cleaning up lead sources.

If you’ve successfully tackled all 3 of these items, please send an email to [email protected] for next steps.

Marketing Tip

WEDNESDAY is a strong posting day on almost all platforms; Facebook, Instagram, & Twitter. 
SUNDAY is one of the worst posting days; Facebook, Instagram, & Twitter

Coming Up Next Week: View Full Calendar Here

Monday, July 27th
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– MINDSET – Use Your Mindset to Set Your Morning Routine Hangout with Kristen Williams: 10:00-10:30am PST

Tuesday, July 28th
– Pend Your Listing in 30 Days Hangout with Bradie Pitman: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Create Inventory for Your Buyers Hangout with Phillip Gazca: 10:00-10:30am PST

Wednesday, July 29th
– Manage Multiple Offers Hangout with Kristen Williams: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Create More Business From Your Listings Hangout with Charlotte Mabry: 10:00-10:30am PST

Thursday, July 30th
– Internet Lead Conversion Hangout with Brivity Bob: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Brivity Q&A Hangout with John Powers & Justin Hardman: 10:00-10:30am PST

Friday, July 31st
– Partner Call8:00-9:00am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

 

 

 

What’s Happening at Xperience

July 17th, 2020

Letter from Chris Suarez

IF THE WORLD WAS ENDING

Take inventory of anywhere in your life you feel things are just fine.  Choose to change that.  This isn’t built on the premise that we shouldn’t be satisfied.   It’s built on the premise that living a mission driven, vision focused, and values grounded life and business is anything but “fine”, or “satisfactory”, or “average”.

Read the whole post here

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Partner Call

Listen and watch the July 17th Partner Call here

Hangout of the Week

Foreclosures and Short Sales

 

Learn how you can navigate the foreclosure and short sale market in this hangout led by Laurie Belair.

Sample Script

Buyer Script:

Hello is [Buyer First Name] there?

Intro question to make them focus on their needs

Hi [Buyer First Name] this is [Agent Name] from [Company name]…I noticed that you were on our website looking for homes in [Area Name]. Are you only looking in [Area Name]; or are you open to other areas as well?

Get the first YES.

Great! If I can get you the list of homes from [Area Name] and [Area Name] that are a perfect match to what you are looking for, is that valuable to you?

Sell them on why they should meet us

If I can get you homes that meet your criteria and they are not listed anywhere publicly and the buyers are not fighting over these homes, could that be beneficial to you?

*(OPTIONAL: Tell our Unique Selling Proposition)

Great….We’ve helped 1000’s families with their dream home, and we specialize in helping our clients get the home they are looking for at the lowest price, in the shortest time possible, and have a great home buying experience as well. Would that information be helpful to you?

Excellent, I have [Thursday at 4pm or Friday at 3pm available], where we can sit down for a strategy session to create a customized buying plan for you that will help you achieve your goals of finding the right home, for the right price, in a timeframe that works for you. Which time works better for you?

Verify if seller lead as well.

Highlights from Standups

Triggers:

“A trigger is any stimulus that reshapes our thoughts and actions. In every waking hour we are being triggered by people, events, and circumstances that have the potential to change us. These triggers appear suddenly and unexpectedly.”

“Our environment is the most potent triggering mechanism in our lives—and not always for our benefit. We make plans, set goals, and stake our happiness on achieving these goals. But our environment constantly intervenes.”

“Because our environmental factors are so often outside of our control, we may think there is not much we can do about them. We feel like victims of circumstance. Puppets of fate. I don’t accept that. Fate is the hand of cards we’ve been dealt. Choice is how we play the hand.”

Agent of the Week
Congratulations to Renato Radu for being our AGENT OF THE WEEK! John Powers had very nice words to say about Renato: “Renato is a HUGE part of our culture here in PDX. He is so kind and willing to help others. He shows up everyday with energy, compassion, and integrity and everyone on the team knows they can count on him. Fun Fact: Not only is he a fantastic realtor, he is an amazing interior designer! His passion for interior design helps him guide his clients in turning empty spaces into amazing PLACES!” Congrats Renato! :tada:

Brivity Transition Prep

Over the last few weeks we’ve focused on cleaning up our databases in CINC. We started with applying labels that correspond with lead status in Brivity.

We also worked on getting rid of all the duplicate leads that may exist in the database.

And most recently we have been focused on cleaning up lead sources.

If you’ve successfully tackled all 3 of these items, please send an email to [email protected] for next steps.

Marketing Tip

Graphics on social can be great tools for getting conversations going with your sphere! Provide data to accompany these graphics with your market’s hyperlocal data.

Head over to #marketinggraphics on Slack for more graphics and templates.

Click on the graphic below if you would like to customize in Canva.





Coming Up Next Week: View Full Calendar Here

Monday, July 20th
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– MINDSET – Raise Your Standards Hangout with Cidalia Zipeto: 10:00-10:30am PST

Tuesday, July 21st
– Battle of The Script Masters Panel with Charlotte Mabry, John Powers, & John Robert McGilligan: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Close Early, Close Often Hangout with Phillip Gazca: 10:00-10:30am PST

Wednesday, July 22nd
– Luxury Expireds Hangout with Zane Collins: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Master Series- Lead Generation with Gene Rivers*: 9:00-10:00am PST
*must register here.
– Special FSBO Hangout with Special Guest, Kelly Henderson: 10:00-10:30am PST

Thursday, July 23rd
– Maximize Your Open House Results Hangout with Tricia Tumlinson: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– After Closing Strategies Hangout with Carter Williams: 10:00-10:30am PST

Friday, July 24th
– Partner Call8:00-9:00am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

 

 

 

What’s Happening at Xperience

July 10th, 2020

Letter from Chris Suarez

BE A CHILD AGAIN

“Perhaps the most important skill on our path to resilience is our ability to see reality. Too often as adults we add filters and lenses to the current situation based on past situations, blurring and clouding our vision.  Children stay in the present reality so well. Resilience sits on the shoulders of reality.”

Read the whole post here

Share to Facebook Share to Facebook

Partner Call

Listen and watch the July 10th Partner Call here

Hangout of the Week

Win in Multiple Offers

 

There is a science behind getting your offer accepted in a multiple offer situation. Learn from John Powers in this hangout some of the best practices in the industry.

Sample Script

Series of 3 dominoes script:

Would you be offended if I take a minute and tell you the steps that I have seen work successfully for buyers in today’s market?

It is a series of 3 dominoes, in a specific order:

Step 1: Get your finances in order. Talk to a lender, put together Proof of Funds if you’re a cash buyer. Whatever you need to do to be financially ready.

Step 2: Meet with a real estate broker to have a Buyer Consultation or “Strategy Session”. This is where we sit down together and put together a plan including timelines, criteria, etc. This is too big of a purchase to move forward without a plan, right?

Step 3: Go look at houses. You’re out here walking into Open Houses and talking with agents like me so it seems like you may be doing the last step first, doesn’t it? So where are you at in the process? Have you already met with a lender or are you just getting started? Would you find it valuable for us to meet and talk about your plan?

Highlights from Standups

“Success is peace of mind that is the direct result of self-satisfaction in knowing you did your best to become the best that you are capable of becoming.”
– John Wooden

The 8 “Rules” Of Success according to John Wooden:

1- Fear no opponent. RESPECT every opponent.
2- Remember, it’s the perfections of the smallest details that make big things happen.
3- Keep in mind that hustle makes up for many a mistake.
4- Be more interested in character than reputation. (Reputation is what you’re perceived to be, your character is what you really are)
5- Be quick, but don’t hurry.
6- Understand that the harder you work, the more luck you will have.
7- Know that valid self-analysis is crucial for improvement.
8- Remember that there is no substitute for hard work and careful planning. Failing to prepare is preparing to fail.

Success Stories

Launch Grads!

Brivity Transition Prep

Over the last few weeks we’ve focused on cleaning up our databases in CINC. We started with applying labels that correspond with lead status in Brivity.

We also worked on getting rid of all the duplicate leads that may exist in the database.

And most recently we have been focused on cleaning up lead sources.

If you’ve successfully tackled all 3 of these items, please send an email to [email protected] for next steps.

Marketing Tip

Concise guides for how to utilize Instagram Stories in your business. 

Different methods to utlilize IG stories:

1. Virtual Open Houses
2. Business Branding
3. Personal Branding
4. Behind-The-Scenes
5. New Listings
6. Tips & Tricks
7. Use Social Proof – Testimonials, etc.
8. Be Yourself!

Coming Up Next Week: View Full Calendar Here

Monday, July 13th
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Mindset – Swimming in Our Thoughts with Katie Benson: 10:00-10:30am PST

Tuesday, July 14th
– Foreclosures & Short Sales Hangout with Laurie Belair: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Ensure it’s an Appointment Not a Preview Hangout with Marley Jackman: 10:00-10:30am PST

Wednesday, July 15th
– Setting Expectations in a Low Inventory Market Hangout with Bradie Pitman: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– 5 Steps to Take the Listing Everytime Hangout with Phillip Gazca: 10:00-10:30am PST

Thursday, July 16th
– Using the Language of Sales to Close Hangout with John Robert McGilligan: 8:00-8:30am PST
– Daily Standup8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– How to Get Sellers to List at Your Price Hangout with Jordan Linnenkugel: 10:00-10:30am PST

Friday, July 17th
– Partner Call8:00-9:00am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

 

 

What’s Happening at Xperience

July 3rd, 2020

Letter from Chris Suarez

A WALK IN THE WOODS

“It has the power to shift our perspective, provide clarity, increase both our energy and calm, and deliver the white space, or in this case green space, that we all need in our lives.”

Read the whole post here

Share to Facebook Share to Facebook

Hangout of the Week

Pricing Mastery

 

Francis Zipeto leads this pricing mastery hangout on how to price correctly and efficiently.

Sample Script

The Promise Script

Start with a transitional statement…

“So, before you go, there is one other thing…do you have another minute?

Ok, let’s talk about “Our Promise”.

Our group has this “Promise”, this “Goal” to create this experience you honestly…you really cannot imagine being better.

  • Our systems and everything we do are designed around delivering on this Promise.
  • Everyone in our group is focused on what it is you want, what it is you need.
  • We make every effort to be out in front of everything, to stop the surprises and keep it as good as it can be.
  • Now there will be challenges, we know there will be, it’s real estate and it’s people.
  • Just know that to a person, our group is focused on creating that 10+ experience if you will.

Does that sound OK? OK, great!

So, there is something that I want. (Smile and get some humor in at this point).

  • Just to say it, another goal we have is that some time from right now (pause) until the day we close on your home….that you will feel so great about what we are doing for you, that you will call me or text me or email me with the name of somebody that needs help in real estate.
  • They might just have a general question, they might need to buy or sell a home, they might need to refinance; they just need help with real estate.

Do you think you could do that?

To be sure you understand what I’m asking – While we are working together you will hopefully be giving my name out which I truly, truly appreciate…word of mouth is our lifeblood.

  • So what I am asking is that you take the next step…to make sure I have a chance to help…in addition to giving my name out, please call, text or email me with their information
  • because then there is a 100% chance that I’ll get in touch with them. (pause)
  • Can you do that? {wait for answer}
  • OK, that will be great…So you will call, right…? {wait for answer}.
  • OK, that would be perfect!

Now, if we get to the date of closing and we are sitting at the closing table,

  • we’ve signed all of the paperwork and you haven’t been in touch with the name of someone we can help,
  • I am going to assume that our group didn’t deliver on the promise.
  • That we could have done better.
  • So I’ll want to talk to you about it and find out what we could have done differently in order to earned that referral.
  • Will that be OK with you?

Well OK {name} I am going to count on it. I am going to count on you sending that referral.

Highlights from Standups

3 ways to ENERGIZE buyer urgency

  1. Become the local economist of choice 
  2. Help them tap into their why
  3. Address buyer reluctance

1. Economist of choice:
* The higher the knowledge the higher the service level
* The more knowledge, the more empowered they are to make decisions
* The more information they have the more willing they are and willingness is the key!
* If they are not getting information from you, who are they getting their information from? Is it good info or bad info? Is mom telling them what the market is? Who are they listening to?
* The more confident you are the more confident they are. It’s our job in a shift to develop a strategy for returning your buyers to reason and confidence.

2. Tapping into their WHY:
* Tapping into someone’s list of reasons is getting them in touch with their heart as well as their head.
* The best way to do this is to ask personal questions…
* Why are you thinking about buying?
* Really, tell me more…
* Now, what will that do for you?
* What will that mean for you or your family?
* WANTS & NEEDS  & WHY’s conversation… draw a line down the piece of paper and break them out.
* Use this as a guide later and make sure you’re reminding them of these

3. Overcome Buyer Reluctance:
* You are being the highest level of fiduciary when you don’t let should-be buyers cave-in to their ease of that it is better to wait.
* They need someone to show them that it’s okay and give them permission to buy
* “The problem with a buyer waiting for the market to get better is that by the time they realize it has, it will be too late and they will be competing for their dream home”

Success Stories

May Firsts

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Brivity Transition Prep

We’re continuing the process of preparing our databases for a transition. The last couple weeks have been focused around labels and duplicates. 

This week we’re highlighting the need to clean up lead sources. Here is a walkthrough on how to help clean them up in CINC.

Please connect with Justin Hardman ([email protected]) if you have any questions on these steps.



Coming Up Next Week: View Calendar Here

 

What’s Happening at Xperience

June 26th, 2020

Letter from Chris Suarez

WE ALL NEED A LITTLE MORE STRESS

“In his book “The Stress of Life”, Hans Selye defined stress as “the non-specific response of the body to any demand for change.”  It is only through stress that we will achieve any change! All of us have something we’d like to change.”

Read the whole post here

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Partner Call

Listen HERE to the June 26th Partner Call.

Hangout of the Week

Expireds

 

Phillip Gazca leads this expireds hangout. Watch for some AHA’s, expecially circulating around getting wrong numbers.

Sample Script

Leaving Voicemails

Based on the stats and 18-30 second VM being the magic length of time – AFTER the 6 attempts of course 🙂 Each additional second used beyond 30 decreases your chances of connection by 2%.

NOW these COULD EASILY be modified for WARM calling – my focus was research on cold calling as Hern threw me a curve ball WED and asked HOW to create a Cold Calling strategy to add to his repertoire to replace Zillow in the future.

*Preface ALL with “Hi this is NAME from TEAM name @ KW

Option #1: I have some new data on home equity in your neighborhood that affects the value of your home. I’ll be at xxx-xxx-xxxx for the next 30 minutes and would like to share this with you. Talk with you shortly!

Option #2: We’ve been working with a few of your neighbors to take advantage of the window of opportunity presented by the lack of inventory in your neighborhood and they thought you’d be interested in taking advantage of this, I’ll be at xxx-xxx-xxxx for the next 30 minutes and I can share this time sensitive information with you.

Option #3: Undoubtedly you’re already aware that some of your neighbors have been able to maximize their equity investment by selling their home in today’s market environment, I’d like to know if you’re interested in doing the same, I’ll be at xxx-xxx-xxxx for the next 30 minutes if you’d like to give me a call back.

Highlights from Standups

3 Steps To Winning In Multiple Offer Situations

1. Preparing your buyer – Ensure your buyer has the financial ability to purchase and educate them as to what’s happening in the market in terms of multiple offers. Ask them if they’d be willing to offer 10% above asking for a home they love. Make sure they have liquid funds. Highest down payment possible…Have the lender educate them on price and how that affects their monthly payment. Talk about the “Bloody Nose” period of the home buying process.

2. Communication w/ the listing agent – Build rapport with the listing agent and communicate as much as possible without being annoying. Ask leading questions that will get you information about the seller’s situation, what’s most important to them, is this an emotional move or a financial only?

3. Terms & Price (terms might be more important)

  • Price & how to get your buyer to highest and best
  • Price ($1,500 over $5k increments)
  • Highest downpayment possible
  • Waive anything that is unnecessary
  • Shorten inspections (even if by a day)
  • Repair – Nickle & Dime Clause
  • Possession Terms (have to talk to listing agent) Free if possible

Highlight from Slack

Congratulations to Fabio Ricci for being our AGENT OF THE WEEK! The Ricci Team says Fabio has been stepping up in a major way! “He dove into the Virtual Open House platform and saw it as a whole new opportunity to provide service to his clients. He has been assisting Christine with her transactions and still managing to stay focused on his own. We’re very proud of him and the way he has been showing up for both his team and his clients.”
Congrats Fabio! 
 :dizzy:

Success Stories

Millionaire’s Club for May

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Brivity Transition Prep

We’re continuing the process of preparing our databases for a transition. The last couple weeks have been focused around labels and duplicates. 

This week we’re highlighting the need to clean up lead sources. Here is a walkthrough on how to help clean them up in CINC.

Please connect with Justin Hardman ([email protected]) if you have any questions on these steps.

Marketing Tip

Need an Open House Flyer in a pinch? Don’t have time to submit through the portal?Use this Canva template

!



Coming Up Next Week:

Monday, June 29th
Daily Standup: 8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

Tuesday, June 30th
– Pre-listing Qualification Hangout with Carter Williams: 8:00-8:30am PST
Daily Standup: 8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

Wednesday, July 1st
Listing Presentation Hangout with Marley Jackman: 8:00-8:30am PST
Daily Standup: 8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Using The One Thing to Build Momentum on Your Goals with Geoff Woods: 9:00-10:00am PST   *Must Register Here.

Thursday, July 2nd
Listing Objection Hangout with Bradie Pitman: 8:00-8:30am PST
Daily Standup: 8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
Pricing Mastery Hangout with Francis Zipeto: 10:00-10:30am PST

Friday, July 3rd
Partner Call: 8:00-9:00am PST
– XRE Virtual Power Hour: 9:00-10:00am PST



 

What’s Happening at Xperience

June 19th, 2020

Letter from Chris Suarez

YOU CAN’T HAVE IT ALL

“Our books, our screens, our podcasts are filled with loud voices and “influencers” telling us and our children that they CAN have it ALL.  They can have incredible wealth and incredible vacations and incredible relationships and incredible bodies and incredible cars and incredible health and incredible experiences and incredible lives.  And they can have it all, right now, together, at the same time, if they just…(fill in the blank).

They have convinced or more appropriately brainwashed, people into thinking that anyone can have everything and do everything and experience everything all at the same time.  

And you know what?  They are right about one thing.  It is “incredible”.  We just forgot that the definition of incredible is “impossible to believe”.  

Read the whole post here

Share on Facebook Share on Facebook

Hangout of the Week

Buyer Consultations

 

Marley Jackman leads as the group discusses tips and tricks for buyer consultations.

Sample Script

COVID-19 Voicemail Scripts

#1 – “Most of your neighbors were unaware of the market condition affecting their equity position so I’m making calls through the neighborhood today to ensure you have AWARENESS around the situation presented by COVID-19. I’ll be at xxx-xxx-xxxx for the next 30 minutes if you’d like to give me a quick call back.”

#2 – “I’ve been making calls around your neighborhood today ensuring that EACH NEIGHBOR is aware of the equity opportunity presented by COVID-19 and the lack of inventory in your neighborhood. I’ll be at xxx-xxx-xxxx for the next 30 minutes and able to share this time sensitive information with you. Knowledge is POWER and WE STAND STRONGER TOGETHER!”

Highlights from Standups

Increase Productivity

Increase the outputs that matter.

“Nothing is less productive than to make more efficient what should not be done at all”
– Peter Drucker

If you want to become extraordinary, you need to figure out the productive outputs that matter in your field or industry. (Closings, Contracts Signed, Appointments Attended, Contacts Made).

High performers have mastered the art of Prolific Quality Output (PQO). They produce more high-quality output than their peers over the long term, and that show they become more effective, better known, more remembered. They aim their attention and consistent efforts toward PQO and minimize any distractions (including opportunities) that would steal them away from their craft.

People spend over:
– 28% of their work week managing email
– 20% looking for information
*People spend eons of time on worthless activities – say creating folders and organizing their email. These have nothing to do with productivity.
2011 study of 85,000 actions by 345 email users found that people who create complex folders are less efficient in finding what they need than those who simply use search or threading.

Real work isn’t replying to everyone’s false emergencies, shuffling papers, deleting junk emails, posturing to look good on social media, or attending meetings. Real work is producing quality outputs that matter.

It’s our job to figure out what “relevant PQO” means to you…
(Closings, Contracts Signed, Appointments Attended, Contacts Made, Market Knowledge, Scripts/Dialogs).

Performance Prompts:
1. The outputs that matter in my career are…
2. Some things I could stop doing so I can focus more on PQO are…
3. The percentage of my weekly time I will allocate to PQO is… And the way I’ll make that happen are…

Highlight from Slack

Congratulations to Jordan Linnenkugel for taking AGENT OF THE WEEK! Holly Priestner said these glowing remarks about Jordan, “Jordan is having her best month in real estate. She is seeing the results of consistently doing the work — and that all it takes is following a Perfect Week and Lead Gen Lever to GROW!” Way to put in the work Jordan- keep it up! 

:boom::clap::tada:

Brivity Transition Prep

We’ve been working on preparing our databases for a transition to Brivity later this year.

You should be focusing on eliminating duplicate contacts and labeling your Hot, Watch & Nurture clients.

Please connect with Justin Hardman ([email protected]) if you have any questions on these steps.

Here is a link with more details and additional resources.

Marketing Tip

How to write excellent real estate listing copy.Share the facts and relate to your audience. 

1. Be specific
2. Use a storytelling technique
3. Keep your local real estate market in mind
4. Poll past buyers to see what copy resonated
5. Double-check for grammar and spelling
6. Make your copy stand out

Coming Up Next Week:

Monday, June 22nd
Daily Standup: 8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

Tuesday, June 23rd
Daily Standup: 8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– Circle Prospecting Hangout with Phillip Gazca: 10:00-10:30am PST

Wednesday, June 24th
Expireds Hangout with Phillip Gazca: 8:00-8:30am PST
Daily Standup: 8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
– FSBO Hangout with John Robert McGilligan: 10:00-10:30am PST

Thursday, June 25th
Open House Hangout with Bradie Pitman: 8:00-8:30am PST
Daily Standup: 8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST
Working Your Database Hangout with Kristen Williams: 10:00-10:30am PST

Friday, June 26th
Partner Call: 8:00-9:00am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

 

What’s Happening at Xperience

June 12th, 2020

Letter from Chris Suarez

THE PANDEMIC OF INDIFFERENCE

“Indifference is implied when we are quiet.  Indifference is felt in our families, in our communities, in our country, and across the globe when we don’t reach out and tell our families, our friends, our neighbors, our coworkers, and strangers that they matter. Because indifference implies that they don’t matter to us. Where in our world could our indifference be implying that someone doesn’t matter?”

Read the whole post here

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June 12th Partner Call

Listen to the June 12th Partner Call here

Hangout of the Week

Working Your Database

 

Learn how to create systems to streamline effective personal messages to your SOI/DB; handwritten notes, social media messages, etc.

Sample Script

ASK:
“Has the chaos of these last few months created any real estate related questions for you?”

Highlights from Standups

5 ways to take a listing

The PAPPA Method

P – Preparation/Practice – 1 hour a day (30 to get an appointment/ 30 to sign an appointment) This one hour is for you and you only. Not a 1 hour script practice session where you switch off. It’s not 10 minutes of “how’s your day been”.

A – Action – Call everyone you know. Call FSBO’s. Call EXP’s. Call Neighborhoods. Call Allied Resources.

P – Persistency – Call them again. Put them on a follow up plan. Provide Value along the way. Call Attempted Contacts 6 times then apply a follow up plan. Fortune is in the follow up.

P – Perform – Go on appointments. Goal is 5 appointments per week. Ideally with someone looking to buy or sell in the next 3-6 months, or sooner. If no appointments – meet with SOI, Past Clients, & Allied Resources… Move the relationship needle, demonstrate your skills & knowledge, & ask for referrals.

A – Appointment/Close – Ask for a commitment. Ask for their business. Ask for their friends business. Ask them to keep their ears open for ANYONE that might need help with real estate – even if it’s not an actual buy/sell of a house. Even if it’s just advice or needing a contractor or referral.

Success Stories

Congrats to Frank Ubaldini for already setting 7 listing appointments in June!

Individual Xperience Partners are blowing up the Slack transaction channel currently, with 9 out of the 20 transactions in June!

Highlight from Slack

CONGRATULATIONS to Brittney Montgomery for getting AGENT OF THE WEEK! Kristen Williams and The Williams Team says, “Brittney is such a special lady and for anyone who gets to work with her from the team to a client they feel the warmth of her servant heart on day one. She’s confident, learning & growth based and has the biggest heart! She converts, closes and everyone she works with raves about how amazing she is. We are so lucky that we get to work with her daily! And on a fun note she’s always dressed better than me – she’s got a passion for fashion and always has the best shoes & accessories! We love our Brittney!” :green_heart::clap: 

Brivity Transition Prep

We’ve been working on preparing our databases for a transition to Brivity later this year. You should be focusing on eliminating duplicate contacts and labeling your Hot, Watch & Nurture clients.

Please connect with Justin Hardman ([email protected]) if you have any questions on these steps.

Here is a link with more details and additional resources.

Marketing Tip

I thought this tip is particularly beneficial to see what types of things people are searching for in your market; type in [your market + houses] and scroll down to see the “People also ask…” aka frequently searched questions. Consider addressing some of these questions in a video or social post based on stats/facts for your market. 

Coming Up Next Week:

Monday, June 15th
Daily Standup: 8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

Tuesday, June 16th
– Buyer Pre-qualification Hangout with Carter Williams: 8:00-8:30am PST
Daily Standup: 8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

Wednesday, June 17th
Buyer Consultation Hangout with Marley Jackman: 8:00-8:30am PST
Daily Standup: 8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

Thursday, June 18th
Buyer Objection Hangout with Bradie Pitman: 8:00-8:30am PST
Daily Standup: 8:30-8:45am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

Friday, June 19th
Partner Call: 8:00-9:00am PST
– XRE Virtual Power Hour: 9:00-10:00am PST

Class of June 2020

Congratulations to Jani Knox, Katie Youman, Tricia Tumlinson, Banning Tibbetts, and Trevor Stirmel for graduating launch! 

 

 

 

What’s Happening at Xperience

June 5th, 2020

Letter from Chris Suarez

PULL THE CORD

“We see things that bother us and there seem to be two camps…Those that see the breakdown in the quality of the human experience, voice an opinion quickly (usually on social media) and then continue on about their day, their week, their month, their life. There is another camp that gets upset, reacts emotionally, get really loud, without a strategy or proposed solution. On the assembly line, when the cord is pulled, all attention is focused on the solution – from the lineman, to the crew leader, to manager, to engineer. It’s all hands on deck around one purpose: solve the problem so forward progress can be made.”

Read the whole post here

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Letter from Gary Keller

Thank you to Chris Suarez for thoughtfully addressing and sharing Gary Keller’s letter on Friday’s Partner Call as well as writing about the issues in his above letter. If you would like to view Gary’s letter, please see Facebook link below. 

“Now is also the time to check in on each other, speak our truths, and listen with an empathetic ear. While we may not be able to come together in person, we can make a difference.”
– Gary Keller

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June 5th Partner Call

Listen to the June 5th Partner Call here

Hangout of the Week

Pricing Mastery with John Powers

 

Learn how to set your sellers up for success with pricing.

Sample Scripts

Working with an agent script:

Client: “We are working with an agent.”

You: “Great! Are you happy with the level of service you are receiving?”

Client: “Yes.”

You: “Awesome! Are they sharing listings before they hit the market so you can avoid the competition and get the best deal possible… or are you just getting the auto email with the new listings on the MLS?”

You: “We are coming across over 30 listing a month before they hit the market, what should we be keeping an eye out for in case we see a great home that might work for you?”  

*At this point you will know if they are really committed to an agent.

If they are interested in what you have to say then it’s time to set the appointment and show them how we identify properties before they hit the market.

Highlights from Standups

You list seller’s, not houses.

What’s the single most important factor in getting a home sold?

(Often times people will say “price” or “location”)

In fact, the single most important factor in getting a home sold are the “Seller’s Decisions”

Seller’s decide the following:
* List Price
* Condition
* Showing Availability
* Contract Acceptance
* The Realtor

You can have a great house in a great location with a good price, but if you have a dysfunctional seller, you will have your hands full. As a result we don’t list houses, we list seller’s.

Evaluate the house, the market for the house, and the seller’s decision-making ability.

4 factors for evaluating your seller:

1. Expectation – Are they realistic or unrealistic? Can you coach them to have realistic expectations?

2. Motivation – Is your seller motivated to sell? Do they have a gap – a difference between where they are and where they want to be and a timetable for making that happen.

3. Cooperation – Are they cooperative and coachable? Does it feel like you are on the same team and working together? Or are they adversarial and uncooperative?

4. Communication – Is your seller open and honest in his or her communication? Are they readily available to respond to offers? Or are they unavailable and closed in their communication, perhaps with hidden agendas?

If you don’t feel you have a motivated and functioning seller, you may choose to pass on this assignment.

Highlight from Slack

Our Agent of the Week this week is Agents With A Smile’s, Annie Valentine!  :tada:
Not only did she co-win the Appointment-A-Day May competition, but Barb Dopp says “If you ask my opinion, when you have a talented and receptive partner, like Annie, who embraces and then lives with focus and following the key principles within Shift, the results will also show up.” Her team says, this is Annie’s first full year as being a licensed agent, though an immensely talented business owner and executive in the past, everyday she shows up to do the work and move this entire team forward via coaching, mentoring and being a growth-minded, human being – may we all be a little more inspired and blessed to know we work alongside such great performers.
Congratulations Annie V!