Real Estate Marketing Jumpstart

How to get started as a brand new agent or How to get yourself out of a slump in 3 weeks

I like to use a 3 Week “Fast Start” Blitz as a way to get agents focused on doing the various types of activities that they should learn how to do in order to do well in all types of real estate markets. It is time to put yourself into action because you learn by doing and you can only make money if you are doing the deal.

One of my primary goals is to get the agent (new or seasoned) to “start practicing on people that might just make them some money” by going out and talking to people in the real world immediately. You must push the momentum and chase the business.

People’s low self-esteem and lack of self-confidence makes them think that they should sit down and be taught everything they need to know about contracts, escrows, inspections, etc. before they start talking to people. Consequently, they procrastinate going out to talk to people because they fear embarrassment and/or rejection for not knowing all the things they “in their own mind” say they should know.

Whenever you do anything that you don’t normally do, you will be out of your comfort zone. This is normal and natural. Get used to being out of your comfort zone if you want to be successful. Learn what you have learn. Do what you have to do. And, stop all the whining, belly-aching and prancing around and let’s just “do the deal”.

The truth of the matter is that you must learn how to get comfortable doing everything at the same time if you want to be successful in the long run. Initially, you must force yourself to get into action right away, even if you don’t know anything. Successful people learn and do what unsuccessful people are unwilling to learn and do.

How do you prepare to get started for the Blitz?

I always coach people to get all their supplies, materials, flyers, pens or whatever ready in advance so you won’t have to stop and retool in the middle of the blitz. So, now it is time to load up your toolbox.

Recommended Items To Have Ready At The Start of Your Campaign:

  1. Have the names, addresses and phone numbers of the specific area you intend to generate business from.
  2. Have at least 750 to 1000 flyers/brochures printed up or some kind of handout if you plan on handing out 40 to 50 flyers per day. You should have more if you are planning to hand out more every day.
  3. Have a 3 x 5 notebook plus a small pen so you have something to write with at all times.
  4. Have your journal available so you can begin writing about your efforts every day.
  5. Make a list of the most recent sold properties in your target area. I recommend you go back for one year just for history’s sake. However, I would do at least the last 3 to 4 months, at a minimum. Print out copy and put in a notebook.
  6. Have at least 2 complete listing packages with forms and paperwork required by your office for a completed file.
  7. Have at least 1 complete sale offer package with forms and paperwork required by your office for a completed file.
  8. Have one personal development book ready for you to read. I suggest The Magic of Thinking Big as one of your options.
  9. Have your favorite sales training audio CDs in your car. I recommend Mike Ferry CDs if you want to become a Big Thinker or if you want sales training techniques. Or, you should listen to the information we have developed for you. I have listened to several other trainers and, other than myself, Mike is the only real estate sales trainer I would recommend to anyone who wants to learn how to sell.
  10. Get your flip chart listing presentation ready so you can have a listing presentation. I recommend a manual presentation and one for your laptop so that you are prepared for any situation.

The more of these items you have ready, the more confident you will be when you go out into the marketplace to generate business.

Now, you must develop either a 1 Day Plan that you will implement 21 days in a row or a Weekly Plan by Each Specific Day that you will implement for 3 weeks in a row.
With that said, anyone who follows this 3 Week “Fast Start” Blitz Program will definitely get off to the right track to building a successful real estate practice.

My recommended “middle-of-the-pack” Daily Method of Operation plan is as follows:

  1. Every day first thing in the morning run a “Hot Sheet Update” for the day on your Multiple Listing Service. Make a note of all new listings, back on the market listings, withdraw cancelled listings and expired listings.
  2. Put out 45 to 50 flyers/brochures around all new listings and back on the market listings. And, make sure you put a flyer on any expired listings. Alternatively, you could mail out 10 letters every day to prospect for listings.
  3. On the days you are not putting out flyers be sure to knock on 45 to 50 doors to practice your scripts on people…hand out flyer after you have gone through your script in earnest. If you are motivated to do more, do 45 to 50 door knocking and 45 to 50 extra doors for flyers.
  4. Call 2 to 3 people on your center of influence list and ask for referrals. Add 3 names to your database everyday.
  5. Meet 5 people who walk within 5 feet of you every day. Simply ask them if they know anybody who is interested in buying or selling real estate. Make sure you have your 3 x 5 notebook and small pen with you so you can record any useful information. Your goals should be to add at least one new contact to your center of influence every day.
  6. Develop the habit of sending out 1 Thank You Note every day or so.
  7. Write in your Journal every night before you go to sleep! This is where the “juice of life” will be revealed to you as time passes. This one action will change your life and your thinking. Journaling every night is the SINGLE GREATEST personal development discipline you can implement in your life.
  8. Go preview 2 to 3 homes every couple days. You need to start learning the market.
  9. Read for 15 minutes every day for personal development.
  10. Play with and explore your Multiple Listing Service software about 10 to 15 minutes every day so you can learn a few functions in the software. This is how you learn how to use your MLS software in just a short period of time.
  11. Spend 30 minutes a day studying the sales contract and listing agreement until you thoroughly understand both sides of the transaction. Fill it out as practice and to learn it better.
  12. Read copies of termite reports, home inspections, preliminary title reports, etc. for 30 minutes a day until you learn ins and outs of the way it is written and what it really means to the clients. Go through the company’s old closed files to read these reports or call the various companies and ask for copies of their work.
  13. Study and Practice your sales skills for 30 minutes a day so that you become a little bit better every single day.
  14. Learn how to do one new thing with respect to transaction file management every day. You must learn how your company expects you to complete each paper that is required to be in the file so that you can get paid and not lose it if you ever get sued.
  15. Take one hour per day to have the appropriate time for Leadership Hour. This is your personal development time. I will be completely honest with you right now…you must keep a strong positive attitude because you will be treated rudely by other people. You must make sure you keep yourself mentally upbeat so you can talk to people with enthusiasm and a positive self-expectancy about how you will help them. Your life is determined by the quality of your thoughts and the quality of the questions you ask yourself. Teach yourself to improve yourself in both of those areas.

Let’s be honest for a moment, take a look at this information and ask yourself this question: Is that even a full day’s work? Can you commit to doing just this amount of work for yourself and your family’s future? Then, why not get started today.

You are just a few hours a day away from changing your destiny. Remember, it is perfectly okay to increase the prospecting numbers if you want to make money faster or if you want to make more money.

Nate Brooks
Harvard MBA * CRS
Austin Real Estate Consumer Advocate
Broker Associate License No: 0474437
Pride of Texas Real Estate
512-748-4237
buildwealth@austin.rr.com
www.natebrooks.com

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