What Sellers Really Want From Their Real Estate Agent

Good morning,

Just wanted to share a few more interesting items from the NAR 2012 Profile of Home Buyers and Sellers.

How Sellers found their agent?

1. Referred by Friend, neighbour or relative 38%
2. Used agent previously to buy or sell home 23%
3. Referred through employer or relocation company 5%
4. Prospecting efforts of agent 4%
5. Saw open house or For Sale sign 4%
6. Visited open house and met agent 4%
7. Referred by another agent 4%
8. Internet/website 3%
9. Direct mail 2%
10. Walked into Real Estate office 2%

Number of agents contacted before selecting one to assist with sale of home

65% -contacted only one agent
20% -contacted/met with two agents
11% -met/contacted three agents
3% -met/contacted four agents
2% -contacted 5 or more

What sellers want the most from Real Estate Agents by level of service provided by Agent

1. Help sell within specific time frame 22%
2. Help Seller market home to potential buyers 21%
3. Help find buyer for home 19%
4. Help price home competitively 18%
5. help seller find ways to fix up and stage home 10%
6. Help with price negotiations 5%
7. Help with paperwork 3%

Most important factor when choosing an Real Estate Agent

1. Reputation of agent 37%
2. Agent is honest and trustworthy 19%
3. Agent is friend or family member 13%
4. Agent’s knowledge of the neighborhood 12%
5. Agent’s association with a particular firm 4%
6. Agent has caring personality/good listener 4%
7. Agents commission 3%
8. Agent seems accessible through technology and smartphone 3%
9. Professional designations held by agent 1%

The research shows that Sellers want to work with a Realtor that they already know, was referred too, or worked with previously. They also want to work with an agent that is honest, trustworthy, knowledgeable, and is a good listener. They do not really care which company their Realtor works for, as they choose agents… not companies.

The world would be a better place if our colleagues understood what Buyers and Sellers really want from a Real Estate Agent. Then, they seek out and learn the proper skills, knowledge and training, in order to deliver this at a really high level .

I would love to hear your feedback.

Have a great day!

Glenn McQueenie
Broker
Keller Williams Referred Realty
Toronto, Ontario
416-445-8855

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Sneak peek inside our top secret program!

I am currently running a pilot project with 65 agents from our office. It is “top secret”, so I can’t share a lot of the details with you, except to tell you that it focuses on three things:

1. How to get more referrals from your top 150 people in your sphere of influence

2. Convert more leads

3. Get 4 more deals from every Listing that you take.

I wanted to share one of the weekly podcasts that I send out to our agents. I hope this helps you understand why people actually refer people to you.

Click “The one about referrals below”

My conversation with Dean Jackson about the “Secret Psychology of why people refer Real Estate Agents”The One About Referrals

It is about 20 minutes long and would great to play in the background while you are on mls or facebook.

I would love to hear your feedback,

Glenn McQueenie
Broker
Keller Williams Referred Realty
Toronto

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The Eight Core Strategies To Make 2013 Your Best Year Ever

Happy New Year!!

I truly hope that you had a chance to take some time off, and rest from all of your hard work and efforts in 2012.
I love this time of the year! The office is full of people and the energy is off the chart as people are excited about the New Year. Please see below for a list of the eight core strategies that will make 2013 your best year ever.

1) Focus on “getting stuff done”. Everything you do should have an outcome attached to it. Only attend a training, coaching, mentoring or business development event if you are willing to commit to implementation right away. Learning for knowing is entertainment, learning for doing is the only reason for attending any event.

2) Focus your time on “Realtor” time and not on ‘Monkey” time. If you want to see how you are doing on this start writing down what you are doing every 15 minutes. You will find that most of our time is spent “monkeying around” instead of direct interactions with our clients. 90% of work time should be spent in ” Realtor time”, or your top 20% of meeting Buyers, Sellers, Showing homes, Presenting offers and getting Contracts signed.

3) Install great models and systems in your business do that every client as the great world class experience….every time. Models and systems giver your stability, predictability, freedom, leverage and ensures that you give everyone the same unique amazing service.

4) Lead Generation is the key, but improving your Lead Conversion skills is the real “Gold”. Once you master Lead Conversion by installing proven systems and models into your business, and knowing what to say and when to say it, your production will soar.

5) Make sure that every new Listing that you take generates at least four extra pieces of business for you. See my blog post on December 3rd for more information. Does your team, Brokerage or Office partner with you to teach you how to generate more business from every listing you take? If not, seek out the training that will give you four more transactions for every listing that you take.

6) Orchestrate more referrals from your Sphere of Influence. Referrals are entirely predictable when you set a system. If you think referrals are random…you do not have the right system.

7) A career in Real Estate is simple, not easy. We work in an industry that is so simple to understand, yet people have such a hard time trying to make it a prosperous and predictable career. The more people you meet, the more contacts your create, the more business you will receive….and then simply rinse, lather and repeat! Every agent or Real Estate Instructor is guaranteed to have an opinion of how to be successful in Real Estate. At the end of the day it boils down to the same thing. Lead generate, provide a world class experience by installing proven systems into your business, be a nice person, treat every client you meet with the utmost respect until they self-eliminate themselves through their own actions( or your lack of skill and Mastery), and build a community around yourself that constantly adds value to your clients before, during and after the transaction.

8 ) Seek Coaching and Accountability- because you don’t know what you don’t know. All great achievers find people to encourage them on your journey. Most of the top agents know have multiple coaches and understand that nobody succeeds alone.

Have an awesome 2013!

Glenn McQueenie
Broker/ Founder
Operating Principal
Keller Williams Referred Realty
Toronto, Ontario

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Great Course for Mega Agents Who Want to Top grade Their Real Estate Teams

Last call to attend Recruit Select, Train, Lead and Motivate on December 18-19th,2012 in Downtown Toronto- Brazen Head Irish Pub(4th floor)
The total course fee is $179.00 and this includes all materials.

This is a perfect course for anyone who has a team or plans to build a bigger team. You will learn how to recruit the perfect person for your team, understand what natural behaviours work in each role on the team…and most importantly, how to get your new recruit into production by giving them a detailed ”First 100 day” action plan.

Class size is limited to 15 people, so please register directly with me at glenn@kwreferred.com

See details below and feel free to call me at 416-445-8855 for more information.

Glenn McQueenie

December 18th 9:30am-4:30pm Recruit Select

Change your life and the trajectory of your business by employing the Recruit-Select system to find and select talent for your team. This course enables you to implement proven hiring systems to ensure the best and the brightest — the candidates most likely to succeed — join your team. Recruit-Select Lite for Agents is the first course in a series of Lite courses meant to help agents find, train and retain talent for their businesses now. The Recruit-Select-Train-Lead-Motivate™ (RSTLM™) system has been exclusively licensed to Keller Williams Realty International by Corporate Consulting to use within the real estate industry to select business partners, support them through training, and effectively lead and motivate them for long-term success. The Lite series abridges the full version of RSTLM and is intended as a first step toward developing mastery in this powerful system.
Objectives:

• Build a pipeline of quality candidates.
• Determine the qualities you need in a candidate.
• Use and appreciate behavioral analysis in the hiring process.
• Learn to utilize and customize job profiles for roles on agent teams.
• Consult with individuals about their DISC and AVA behavioral assessments.
• Utilize a comprehensive interview process that builds trust and quality relationships.
Audience: Anyone wanting to hire talent to enhance their business.

Agent Job Profiles

o Job Profile – Executive Assistant

o Job Profile – Showing Assistant

o Job Profile – Listing Assistant

o Job Profile – Lead Coordinator

o Job Profile – Lead Buyer Specialist

o Job Profile – Lead Listing Specialist

o Job Profile – Webmaster

December 19th, 9:30am- 12:00noon Action Training

Action Training Lite for Agents
Propel your great talent into performance and productivity quickly with Action Training Lite for Agents. In this course, you will learn a proven, five-step system for developing an action training plan that is tailored to the needs of your new team member and their specific job role on your team. The end result of this system is a self-managed team member and the foundation for an ongoing relationship of accountability and trust.
Action Training Lite for Agents is the second course in a series of Lite courses meant to help agents find, train and retain talent for their businesses. The Recruit-Select-Train-Lead-Motivate™ (RSTLM™) system has been exclusively licensed to Keller Williams Realty International by Corporate Consulting to use within the real estate industry to select business partners, support them through training, and effectively lead and motivate them for long-term success. The Lite series abridges the full version of RSTLM and is intended as a first step toward developing mastery in this powerful system.
Objectives:
• Create and implement a personalized 100-day accountability-based training program for new team members.
• Develop successful, self-managed team members.
• Move new team members into results-oriented action quickly.
Key Areas of Accountability and Key Tasks

o Buyer Specialist – Key Areas of Accountability and Key Tasks

o Executive Assistant – Key Areas of Accountability and Key Tasks

o Lead Buyer Specialist – Key Areas of Accountability and Key Tasks

o Lead Listing Specialist – Key Areas of Accountability and Key Tasks

o Listing Assistant – Key Areas of Accountability and Key Tasks

o Showing Assistant – Key Areas of Accountability and Key Tasks

o Transaction Coordinator – Key Areas of Accountability and Key Tasks

December 19th, 1- 4:00pm Leadership and Motivation

Leadership and Motivation Lite for Agents
This course provides tools and techniques to propel your action-trained team member into profitability-both a profitable business relationship that can be measured in dollars and a profitable team relationship that can be measured in opportunity.

o 4-1-1 Action Goal Worksheet

o 4-1-1 Action Goal Worksheet

o Action Planning Worksheet

o Action Planning Worksheet

o GPS Business Plan

o GPS Business Plan
Register via email directly to glenn@kwreferred.com

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Join Me For 4 Great Courses This Month

Good Morning,

Happy December!

Tis the season to be learning…fa la la la la, la la la la!

Please mark your calender and join me for the 4 courses that I will teaching this month.

1) The Open Mastermind for Agents- Tuesday December 4th, 2012 from 1-4:00pm at our Duncan Mill Office. I love masterminds, as they are a great way to sit around a table and brainstorm solutions to the challenges we face individually. So, bring your biggest challenge or opportunity and let the power of the group come up with some great ideas to move your business forward in 2013.

2) How to make a $100,000 in GCI in 100 days. Thursday December 13th, 10:00am-12:00noon at our Duncan Mill office.I wrote this course based on what I would do if I was parachuted into any city in North America, and I had to write $100,000 in GCI in 100 days, or I would die!

By the end of the course attendees will have the following:

1) An action plan for the next 100 days
2) Will understand what their personal real estate efficiency ranking is…and how to move it up to a higher level
3) The scripts and model to follow
4) A time management system that supports their goal
5) A plan to focus on the three key areas of expertise in Real Estate-Product knowledge, People Skills and Contract-Negotiating skills
6) The 7 steps of every real estate transaction

3) How to triple the number of referrals you receive-Thursday December 13th, 1-4:00pm at our Duncan Mill Office

I built my entire business on referrals. Prior to me opening up the first Keller Williams in Toronto, I did 83 transactions that were all(100%)by referrals.
Referrals are natural. People refer goods and services to people all of the time. All we have to do is to understand and focus on the 3 main types of referrals.
We know that most of your referrals will come from 20% of your client base,and 20% of the people in your database will never refer anyone to you…it’s just not what they do. The focus of our class will be how do we get the other 60% to refer everyone that they know through an orchestrated referral plan.

A few more things you will learn;

1 ) How to develop advocates and raving fans of your business
2 ) How to increase the number of referrals that you receive
3 ) Increase your income from past clients
4 ) The lifetime value of one client
5 ) Great systems to increase referrals
6 ) How to ask for referrals
7 ) How to continue the relationship after closing
8 ) How to build and maintain a database to maximize referrals
9 ) The 7 times you should ask for a referral in every transaction

4) Mega-Agent Recruit,Select, Action Training, Leadership and Motivation. December 18-19th, 9:30-4:00pm Downtown Toronto( location tbd.)

This is a perfect course for anyone who has a team or plans to build a bigger team. You will learn how to recruit the perfect person for your team, understand what natural behaviours’ work in each role on the team, and most importantly, how to get your new recruit into production by giving them a detailed ”First 100 day” action plan. The course is divided into three sections:

i)Recruit Select-This course enables you to implement proven hiring systems to ensure the best and the brightest — the candidates most likely to succeed — join your team.

ii) Action Training-Propel your great talent into performance and productivity quickly with Action Training Lite for Agents. In this course, you will learn a proven, five-step system for developing an action training plan that is tailored to the needs of your new team member and their specific job role on your team. The end result of this system is a self-managed team member and the foundation for an ongoing relationship of accountability and trust.

iii) Leadership and Motivation This course provides tools and techniques to propel your action-trained team member into profitability-both a profitable business relationship that can be measured in dollars and a profitable team relationship that can be measured in opportunity.
Class size for Recruit,Select, Action Training , Leadership and Motivation is limited to 15 people, so please register directly with me at glenn@kwreferred.com

For the other three course’s please register at www.whykw.ca.

Have a great day and I hope to see you at one of these classes!

Glenn

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How you can turn 1 Listing into 4 more transactions!

Good morning,

I love listings! And so do all of the top agents.

We all understand that our goal is to get the most money for the Sellers, as quickly as possible and with the fewest problems. This is the universal goal of all top listing Agents. What if we were to be a bit more strategic, and focus on picking up a minimum of three more transactions for every new listing we take?

Lets start with getting the listing first

If I lead generate and get one listing appointment from one of these 8 sources;

1. Sphere of Influence

2. Farm area

3. Craigslist, Kijiji, Facebook or other Social media/marketing

4. F.S.B.O’s

5. Referrals from past clients or friends

6. Targeted door knocking in high turnover area’s

7. People I meet throughout the day

8. Other Realtor’s across the country and the U.S

I can then start to “vertically market” around that listing. For example, if I have a listing appointment in a “move-up” area..

1. I could start a marketing campaign to the people living in their first home, that are most likely to move to this neighbourhood. The easiest way to find out these patterns is to go through all of the recent sales in the ” First-time’ seller neighbourhoods over the past 2 years, enter the Sellers name in 411.ca and see where they have moved to. The patterns will become very clear.

2. I could also call all of my past clients who live in that area.

3. I could market either the listing ( I f I have it) or the fact that there will be a new listing coming out on either Craigslist or Kijiji, and generate leads from potential move-up Buyers. I could advertise the monthly carrying costs on the “Looking to rent” or ” Homes for rent” sections of these sites as well!

4. I could hold a neighbours only sneak-peek open houses before the listing comes onto the market and generate $2-$3,000,000 in new business

5. I could approach FSBO’s in the “first time seller” neighbourhood to see if they would like to come and see my new listing

6. I could go “upstream” and lead generate in the market where my seller is moving to…

7. I could place an ad on Craigslist or Kijiji and target the area that my Sellers are moving to

8. I could go an door-knock the First-time Seller neighbourhood and tell them about my new listing

9. I could market via flyers or postcards to the upstream market(see #6)

10. I could hold an open house on the weekend…like most realtor do, or start holding open house during the week between 4-7:00pm. Just add an additional sign that says “Neighbourhood Real Estate Information Centre”

The great thing about following the “vertical marketing’ strategy is that for every new lead, Listing and Buyer that you meet…simply “rinse, lather and repeat” this strategy, and you will be well on your way to making 2013, your best year ever.

I hope this helps!

Glenn McQueenie
Broker/Operating Principal
Keller Williams Referred Realty
416-445-8855

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10 Ways Not To Starve This Winter In Real Estate

The Real estate market in Toronto( and around the world) is dynamic. The market is always in flux and it ebbs and flows due to seasonality, your mindset, the media, changes in Government or Banking policies. Here are 10 ways that you can continue to flourish in any market.

1) Commit to attending as much practical training as possible. Attend training that is based on “doing” and not watching.

2) Ramp up your Lead generation activity. Commit to 2-3 hours per day doing the lead generation activity that best suits your personality and behavioural profile.

3) Understand that the work you do today generally pays off 90 days from now. if you are not busy right now, look back at what you were doing 90 days ago.

4) Narrow your prospecting and marketing focus to one or two markets. The “riches are in the niches”

5) Commit to spending 4 hours a week working “on” your business…and set a clear vision for where you want to go.

6) Look at all of the clients you are currently working with today. Focus most of your time with the people who have to buy in the next 30-60 days, and the rest of your time on cultivating deeper relationships with your longer term prospects. Think, what is the one thing I could do today to move people along on the home buying/selling process?

7) Understand and respect that people will move on their schedules ..not yours. the more you push, the further they pull away.

8 ) Get very clear on what your goals are in 2013

9) Ensure that your current environment supports your growth. 60% of our business growth is based on our environment. Is the environment that you are in supporting that growth?

10)( this one is totally self-serving) Attend two courses that I am teaching on December 13th at our Duncan Mill Office “How to make 100k in 100 days” and “How to triple the number of referrals that your receive”.

I hope this helps,

Glenn McQueenie
Keller Williams Referred Realty
Toronto,Ontario
glenn@kwreferred.com

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The difference between the market and your mindset

The market is the market, no matter what the state, and people always need to buy or sell due to certain life-changing events. Seize the opportunity in whatever market you’re in, and understand the importance of returning to the basics of servicing your client, selling and communicating.

I have found that they are looking to you for Leadership! As Realtor’s, we must be Leaders who help people think, so they can get what they want, when they want it. Leaders give direction, hope and trust and how you show up both mentally and physically, will determine whether or not they will follow you.

The reality is that all of this starts with you and me. How can we work on our own self-mastery? We must learn to direct our thoughts, control our emotions and create our own destiny, by motivating ourselves to achieve?
I have learned that change occurs from the inside first, and then shows up on the outside…nothing changes until I do.

This is a time for Leadership in the Real Estate Market. Buyers and Sellers are in fear. How we show up to serve them as professionals will determine our destiny.

Remember, that the real material riches in life are health, freedom from worry and peace of mind.

I will commit to helping create an environment that gets rid of fear and encourages perspective. Since 60% of our growth is determined by the environment that we are in….I hope this blog helps to create an environment that supports your growth!

Onward!

Glenn McQueenie
Broker
Keller Williams Referred Realty
Toronto

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The Leadership Opportunity of a lifetime

Every once in a while an opportunity will come to you or someone you know that will change a life. We are currently looking for a Team Leader in our Toronto Keller Williams Referred Realty office.
I am looking for a person who is looking for an opportunity, not a job!

This person is a top producer and has a track record of leadership. They have risen to the top of leadership positions in every area of their business, career and personal life. They are dynamic, attractive, and highly impressive. They are assertive, passionate, people orientated individuals who operate with high urgency.

They have strong communication skills and naturally connect with others. When people who know them describe them, they point to their energy and passion as their most dominant characteristics.
They have a burning desire to build a dominant real estate company in their market. They have a need to influence others. They can prove this through demonstrating where they have used their influence to recruit people to their previous companies or Keller Williams. They possess a strong desire to have a position where they lead and influence others.

They naturally exhibit our WI4C2TS belief system(see below) in all of their dealings with people:
Win/Win -or no deal
Integrity- do the right thing
Customers- always come first
Commitment- in all things
Communication- seek first to understand
Creativity- ideas before results
Teamwork- together everyone achieves more
Trust- begins with honesty
Success- results through people

They are natural leaders who embrace succeeding through others, bottom-up leadership and building a team. They possess a track record of relationships. They are learning-based and view learning as the foundation of their action plan.
They also have a minimum 5-20 years real estate experience and are in the top 5% of their office. This individual also has very high goals and is looking for a vehicle to achieve those goals.

The Team leader role is your path to more opportunity, ownership, equity and all of the future possibilities as Keller Williams continues it’s rapid growth.
Who comes to mind?

Please FB Message me or email me at glenn@kwreferred.com … all enquiries will be kept extremely confidential.

Thanks!!

Glenn McQueenie

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A Reminder of the Three L’s in Real Estate

Good morning,

I just finished reading, for the 10th time, Gary Keller’s Best selling book the “Millionaire Real Estate Agent”

Now, you might be thinking, why would you ever read a book ten times? What I have discovered is that I have a different “listening” for the material each time I go through the book. I have noticed that as my business and life grows, the way I internalize information changes as well. it is some part of my brain is saying “This is really important this time”. I have learned not to question it, and just learn the lessons that I need to hear at this time.

My belief is that if we can focus on the “three L’s” of Real Estate, everything else we do will become meaningless or unnecessary.

The Three L’s of Real Estate are Leads, Listings and Leverage

1) Leads- The Lead generation model in the book shows you how to win the positioning battle for customer mind share.Market your name and presence( not your Brokers), initiate and track marketing and prospecting activities necessary to generate the appropriate leads and appointments. Your lead generation has to be systematic, consistent and sustained, and it never rests.
The higher quality of your leads , the better the conversion rate. Always focus on appointments booked and not the number leads you receive. Appointments drive income, so target appointments first.
Finally know your lead generation ratios and your lead generation cost…monitor closely!

2) Listings- Are the high leverage, maximum earning opportunity in Real Estate. Listings give you control of your time, your marketplace and your future. The more you can focus your efforts on deeply listening to what Sellers want, serving them at a very high level through Servant Leadership, and delivering it through your value proposition, the more people you will serve.

3) Leverage- Is the people, systems and tools that you utilize to execute your vision. Leverage answers the question- Who is going to do it? How will they do it? What will they do it with? as your team grows you will transition from the person who does everything, to the person who develops their skills in knowing how to recruit, train, select, keep and develop talent. You will also start seeking new knowledge in the development of your Leadership skills.

Putting this all together….if you focus on your leads generated and converted to appointments, you will take more Listings, write more contracts, close more contracts, make more money, add more people to your team, install more great systems and tools, and live the life you were meant to live.

I hope this helps,

Glenn McQueenie
Broker
Keller Williams Referred Realty
Toronto, Ontario
416-445-8855

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