The Willie Miranda Home Selling Team Coaching Podcast

One Simple Trick to Increase Your Reach

WMiranda@MRGTeam.com (Willie Miranda) — Fri, 23 Mar 2018 10:25:00 -0700

Anthony Lamacchia leads a fantastic group of real estate agents out of Boston. Here’s his simple advice for new or struggling agents.

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I was recently down in Las Vegas at a conference with my good friend, Anthony Lamacchia from Lamacchia Real Estate Group out of Boston. A few weeks ago, Anthony met with my team and taught them a lot of great tips. Their favorite tip was the simplest one: the double dial.

According to Anthony, this is the simplest thing to do. It requires no skill. If a lead doesn’t pick up, hang up and hit them with a redial. If you’re feeling really daring, try the triple dial.

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If you’re feeling really daring, try the triple dial.

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If you start utilizing this strategy, you will substantially increase your reach percentage. It requires no skill whatsoever. You just have to go after it.

Thanks to Anthony for visiting with us today. If you have any other questions about the real estate business or your career path in general, don’t hesitate to give us a call or send us an email. We would love to hear from you soon.

I Broke My Rule

WMiranda@MRGTeam.com (Willie Miranda) — Wed, 14 Mar 2018 11:05:00 -0700

I broke one of my cardinal rules over the weekend. Here’s where I messed up.

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Here’s a rule that I broke last week: Never do a listing presentation without all decision-makers in attendance.

Last week, I was called in by one of my agents to help assist her with a listing appointment. The husband and wife were interviewing nine different agents. As they were showing us the house, the wife had to take a call. We got into the listing presentation, but I asked the husband if he wanted to wait for his wife.

He said to go ahead and start without her. Right at that point, I wanted to reschedule, but he said that they really wanted to make a decision that weekend. We went ahead and did it and at the end of the presentation, he said they would talk about it over the weekend and get back to me.

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You never want to present to just one decision maker.

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We got a call back over the weekend saying they decided to go with someone else. When we asked what the determining factor was, he said it was the commission. He went with an agent who had a lower commission so they could get every penny they could out of their home.

You never want to present to just one decision maker. Whoever is going to assist in the final decision needs to be present. Every time I break this rule, there’s a much higher chance I don’t get a listing.

If you have any questions for me about your career or the real estate business in general, give me a call or send me an email. I would love to hear from you.

Why Real Estate Agents Should Use Video

WMiranda@MRGTeam.com (Willie Miranda) — Mon, 26 Feb 2018 10:08:00 -0800

Why is video so important when it comes to engaging with your real estate clients? I’ll explain today.

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I’m here at The Wynn in Las Vegas for a Leading Real Estate Companies of the World Conference. The top real estate companies in the world are here, along with over 3,000 agents who are attending five days of masterminding and networking. It’s been incredible.

In one of the sessions, they talked about the importance of using videos. The open rates, engagement levels, and response rates videos have are higher than email—even text.

A representative from BombBomb talked about how most people know the importance of video but just don’t do it. They may not like the way their voice sounds, the way they look, or they may want to lose 20 pounds before they start.

His point was, you just have to get over it. People love you for who you are and they do business with who they know, like and trust.

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Just start making videos.

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We work with BombBomb and we’ve been doing videos for a couple of years. We get great responses from buyers, sellers, and even prospects.

Think of all the prospects that you call and you can’t get them on the phone. You can actually create an evergreen video to send them as a follow-up. This is a generic video that just says, “Hi, I see you visited my website. I tried reaching out but couldn’t get ahold of you, so I wanted to shoot a quick video. I have some important information for you, so please respond back.” Your engagement will be much better.

Just try it. If you don’t want to get into BombBomb, you can shoot a video on your phone, upload it to YouTube, create a link, and send it out from there.

There are many ways to do video, but the point is to get started now! You can even send me your first video if you want a few pointers.

Please don’t hesitate to reach out to me with any questions you may have. I would be happy to help you! Please call/text me at 518-376-1073 or email me at wmiranda@mrgteam.com.

A Webinar to Help You Achieve Your Goals in 2018

WMiranda@MRGTeam.com (Willie Miranda) — Mon, 29 Jan 2018 13:21:00 -0800

Join author Paul Cummings and I in my latest webinar where we discuss how to plan and execute all of your goals in 2018.

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I read an article recently that said less than 10% of all people have written goals of any kind, and 90% of the population is walking around every single minute on everyone else’s agenda.

The same article stated that 80% to 85% of all New Year’s resolutions made at the beginning of the year are totally gone by now because people don’t have the structures and systems in place to execute their goals.

How can you be a part of the percentile that makes goals and achieves them?

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This webinar will bring your 2018 game to the next level.

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This week, I hosted a webinar where I interviewed Paul Cummings, author of the book “It All Matters: 125 Strategies to Achieve Maximum Confidence, Clarity, Certainty, and Creativity.” I asked Paul some really neat questions about what you need to have in order to engage and execute your goals. He put together a 10-step process on how to build your goals, and he included nine area goals as well that you need to have to create a great work-life balance.

To watch the full webinar, click here.

What are you going to do differently this year? If you keep doing the same thing, you’ll get the same results. By implementing the strategies Paul talks about in his book and outlines in this webinar, you’ll be able to bring your 2018 game to the next level.

If you have any questions about this webinar, how to set goals, or you have any other real estate needs, don’t hesitate to reach out to me. I’d be glad to help you.

“Broken Windows, Broken Business”: A Book to Improve Your Customer Service

WMiranda@MRGTeam.com (Willie Miranda) — Mon, 22 Jan 2018 10:27:00 -0800

I recently picked up a great book called “Broken Windows, Broken Business”. It helped me improve my business practices, and it can help you, too.

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Each and every month, I have a goal to read two books, usually about growth, personal development, and leadership.

This month, I read a great book titled “Broken Windows, Broken Business” by Michael Levine. It’s a great book that every business owner should know about. It spells out all the different factors in business that could have major short-term and long-term impacts if not handled properly.

It opened my eyes to some of the “broken windows” my own company has—things that we need to check up on in order to make sure they’re corrected right away.

He gave some examples of broken windows you might find in various businesses, like uncleanliness in restaurants. What does the kitchen look like? Is the food fresh? If a person leaves that restaurant because of dirty conditions, they’ll likely tell other people about it, which would damage that establishment’s reputation, and ultimately harm their business.

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Customer service is the No. 1 broken window in business.

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One of my main takeaways from the book was that customer service is the No.1 broken window in business. If you have someone in your company who isn’t giving great customer service, they shouldn’t be with your company. It reflects not only on the owner, but on the entire organization.

The author gave a few ways that you can use to find what broken windows your business may have.

Mystery shop your business. Using real estate as an example, you could go online and create a fake lead to see how long it takes for your company to follow up with you.
Call the office directly to see how long it takes for them to answer. What’s the agent’s tone like? It works a lot like curb appeal for a home; if you come to a home with garbage all over the place, it tends to push people away. Customer service, similarly, needs to be good from the first encounter in order to keep clients coming back.
Walk-ins. Have someone physically come into the business and see how they’re treated from beginning to end.

In the end, you need a way to determine what you’re doing wrong, what you’re doing well, as well as if you’re hiring the right people to give the level of service you can be proud of. I know that I’ll be going back to talk to my staff about our broken windows, and it might be a good idea for you to do the same.

If you have any questions for me about books for business owners, or about real estate in general, feel free to reach out to me. I’d be glad to talk with you.

How Can You Sort Your Database?

WMiranda@MRGTeam.com (Willie Miranda) — Tue, 2 May 2017 13:17:00 -0700

How should you sort your database? We use five distinct tags.

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The question of how to qualify or sort your database comes up a lot. I always say that your success or failure in real estate is in direct proportion to the number of people that think of you when they think of real estate. It's important to reach out to them consistently.

For our database, we use Top Producer. Regardless of what you use, you need to create tags. We use five different tags for every client or prospect that goes into our database.

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Regardless of what you use, you need to create tags for your prospects.

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The first category is my raving fans VIP list; people who trust me, know who I am, and whom I've sold multiple homes to or have given me multiple referrals. The second category is 'A clients,' or those who have referred business to me or would in the future. The goal is to get every level of client to the next level.

The next group, 'B clients,' are people who would do business with you in the future when they have a need or would refer you business. Then, a 'C client' is someone who hasn't done any business with you or referred you any leads. They might be an Internet lead or someone you met at an open house.

Finally, the last category is the 'D prospects,' or people you just don't want to work with. You might have had a bad experience with them or they just don't return your calls. We have this category for tracking purposes only.

If you have any questions about sorting your database or you'd like a copy of how we break down our categories, don't hesitate to give me a call or send me an email. I'd be glad to help.

What Farming Strategies Work Best for Us?

WMiranda@MRGTeam.com (Willie Miranda) — Wed, 15 Mar 2017 15:00:00 -0700

How can you get more business in the neighborhoods you are targeting? Don’t be afraid of snail mail!

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I had a conversation with an agent a few weeks ago who was working with some out-of-town buyers. He was working in a few different neighborhoods, but felt bad because he wasn’t doing enough prospecting in order to find more listings.

When he ended up driving through one of those neighborhoods, he was sad to see two yard signs on two different properties. They weren’t his signs however. They were from his competitors. That tends to make any agent feel crappy. However, I told him not to lose sight of his goals and I offered him a few tips on how to better market to different neighborhoods he was working.

One of the things that works best for me and my team is a monthly newsletter. I present a lot of different information from housing market statistics to community updates and even recipes. I also include testimonials, data from recently sold homes, and information about any special events we have.

By getting in front of our geographic farm areas with a newsletter like this, we are always top of mind with homeowners. This helps us get more listings, more buyers, and more business in general.

Another way we like to reach out to entire neighborhoods is by sending out mailers for different charity events we do. For example, we had a canned food drive for the local food pantry and it was a huge success. We gave away free ice cream to everyone who came and donated a can. We only spent a few hours and a few hundred dollars, but it was a great way to give back to the community and keep us top of mind.

Finally, “just listed” and “just sold” postcards are alway a smart idea. It lets people know what their neighbors’ homes are selling for and it’s a great way to insert testimonials into your marketing material. People always trust referrals, so this is an important step to building up a good reputation in an area.

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“Just listed” and “just sold” postcards are alway a smart idea.

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These are just a few of the ways you can up your marketing in geographical farms to attract more buyers and sellers. If you have any questions for us, don’t hesitate to give me a call or send me an email. I would love to hear from you.

How Our Listing Packet Does the Heavy Lifting

WMiranda@MRGTeam.com (Willie Miranda) — Wed, 14 Dec 2016 18:05:00 -0800

What do you send to seller prospects before the listing presentation? My team puts together an educational listing packet to set us apart from the competition. I’ll go over everything that’s in it today.

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Recently, Ellen from Florida sent me a question: “Willie, what do you send to seller prospects before the listing presentation?”

We send out a listing packet because we believe that the more educated a seller is about what we do and who we are, the more compelled they will be to do business with us. The listing packet does a lot of heavy lifting before the appointment. As I’ve said in the past, people do business with those that they know, like, and trust, and this is a great way for us to demonstrate that to them.

What does our listing packet include?

We send a cover letter that outlines what makes us different from our competitors. The letter also gives them information about selling tips, marketing, and more. We even have a chart that takes them through the entire listing process so that they know what to expect when they put their home on the market.

We also send them a testimonial letter. This letter includes pictures and great testimonials from past clients. Some of these people were FSBO, some were expired, and others were referred to my team. All of them enjoyed the experience they had working with us.

A neighborhood letter is also included. This letter includes a testimonial from the client’s neighbor about how we did a great job selling their home.

The listing packet includes an RPR, a realty property resource, which gives them a mini property report and an idea of what’s going on in the local marketplace. The RPR gives them a ballpark figure of what their home is worth. This is just a price range based on the information we have procured from them as well as what’s happening in their neighborhood market.

The listing packet comes with a brochure and my business card, as well as a few other items. I include a CD called “5 Top Strategies to Sell Your Capital District Fast and for Top Dollar with the Least Amount of Hassle.” Someone sat down and interviewed me about these five strategies, so it was very easy to put together, and the CD provides great information to our clients.

There is also a 30-minute infomercial that we run every day; a DVD of that infomercial goes into the listing packet.

Finally, I give clients a book called Answers from Experts on Selling a Home with a Willie Miranda bookmark. This book gives them tips on what they need to do to sell for top dollar and how to prepare their home for sale.

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Our listing packet is carefully crafted to educate the seller and help us stand out.

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Ultimately, it’s all about branding yourself, marketing yourself, and keeping yourself in front of your prospects. I mail out this entire packet in a priority package for about $6.95 a couple weeks ahead of the appointment. If I don’t have time to mail it, a courier can run it to their house and leave it in front of their front door. My team just sends a text to let the client know that the listing packet has arrived.

Why do we go through all of this trouble? When it comes to hiring an agent, 71% of sellers only interview one agent and 20% interview two agents, so I want to really make sure that my team stands out from the competition.

Thank you for your question, Ellen. If any of you have any other questions, just give me a call or send me an email at wmiranda@mrgteam.com. You can also submit a question on our blog and maybe we’ll answer with a video.

So please, don’t hesitate to reach out to me. I would be happy to help you!

How Can You Avoid Missing Out on Leads?

WMiranda@MRGTeam.com (Willie Miranda) — Wed, 16 Nov 2016 14:20:00 -0800

How can you answer every phone call from every prospective client? More importantly, how can you do that without sacrificing your work-life balance? I will tell you how today.

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Today I want to talk about a great marketing tool that we started using a couple of years ago.

It all started when a friend of mine sent me a text to let me know that his sister was going to call me about listing her home. I said, “Alright, have her give me a call and I would be happy to help her.” That was on a Wednesday or Thursday night.

He wound up giving her my office phone number, so his sister called us on Friday night. She tried calling back on Saturday and Sunday, but since our office was not open on the weekends and she called after hours on Friday, she was not able to reach me.

That Monday, I went through my call log and reached out to my friend. I said, “Hey, your sister never called me.” He said, “She’s going a different direction. She reached out a few times and wasn’t able to get ahold of you.” I got her number from him right then and there and followed up with her.

Naturally, she was a little upset because no one had picked up when she called. She said, “What if a buyer called you about my house and there was no on there to answer them?” That was a real wake-up call for me.

I was able to see her that evening and wound up getting the listing, which turned into a $10,000 commission. Here’s the thing: I almost lost that sale. That experience made me think about all of the different leads I had missed out on over the years by not being able to answer my office phone.

It is incredibly important to get back to your leads right away. I often talk about time management because while it’s important to be available to your clients, you still want to maintain a work-life balance. How can you be constantly available to your clients and still spend time with your family and friends?

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You need to get back to your leads right away!

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I use a company called Answer Connect for listing appointments. Our phones are answered 24/7, which definitely sets us apart from the competition.

In fact, we just had a lead come in the other night. It was after hours and Answer Connect did a warm transfer so that I could book the listing appointment right away. That will lead to a $13,000 commission. Answer Connect really gives our clients the communication they need without requiring me to be tied to my phone.

If you are interested in working with Answer Connect, call Karen Booze at 888-822-2034 or call her on her cell phone at 503-680-1626. She would be happy to answer any questions you may have. In the meantime, if you have any questions about your real estate career, give me a call or send me an email. I would be happy to help you!

How My Client Closed Plan Helps Get You Referrals

WMiranda@MRGTeam.com (Willie Miranda) — Mon, 1 Aug 2016 13:54:00 -0700

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I want to share with you a great plan I use with all my clients after the transaction has been completed. I call it the “Client Closed Plan.” It’s very easy to do, but also very easy not to do. What do I mean by that?

In my book How To Not Get Your Ass Kicked In The Real Estate Business, I talk about the difference between career agents - the ones that engender client loyalty and achieve repeat and referral business - and transactional agents - the ones that just go from one deal to the next. Last week I had an experience with the latter type of agent who lost out on a lead because he had no systematic communication with his database. My Client Closed Plan is designed to rectify this by implementing a schedule to follow up with the people who make up your COI after the transaction.

After a client and I have concluded a transaction, I maintain a specific timeline of communication with that client that involves either calling them or sending them a personal note. After the first day of the transaction, for instance, I both call and send a personal note. After a week, I call again just to check in. After 30 days, I make the same check-in call and send another personal note. At the one-year anniversary of the transaction, I call and send a personal note with a small gift or a gift certificate, and then set up the anniversary check-in call for the following year.

It’s easy to make a simple phone call, but also easy to forget to make that call. Think about how often people get monthly or quarterly statements from their retirement accounts or mutual funds, but never any annual information about their property. For your clients, that’s probably their next biggest asset. I can’t tell you how many referrals I’ve gotten over the years just by implementing this plan. It doesn’t cost you anything, and people appreciate it.

If there is anything else I can help you with in your business, please call me or send me an email and I’d be more than happy to help.

5 Reasons New Real Estate Agents Fail

WMiranda@MRGTeam.com (Willie Miranda) — Fri, 24 Jun 2016 12:28:00 -0700

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Recently, I read in a survey that 77% of respondents said that new agents fail for five main reasons: they are not prepared for the realities of working as an independent contractor, they have unrealistic job expectations, insufficient broker training, insufficient broker supervision, and low barrier entries.

At the Miranda Group, we feel we’ve done a very good job recruiting people into our organizations. We have more than 80 agents working for us now, but over the years we have had some growing pains and agents have cited one of these five reasons for leaving in their exit interviews.

However, there are a few things that we do so that agents have the training and support they need to combat those five reasons for failure:

Monday Mastermind Calls: Every Monday morning at 8:30, we have a mastermind call to discuss successes and challenges. Each agent has the opportunity to come on and it’s a great way to get their week going.
Tuesday Training: We have a sales playbook and, each week, we pick different topics to go over. We organize 15 weeks of classes to help agents with referral based marketing and more.
Wednesday New Agent Training: From contract writing to how to use the MLS, we cover different things that new agents need help with.
Quarterly Mastermind Events: Each quarter, we get together offsite to talk about what’s working and what’s not working for our agents. We share each other’s best ideas as well as their challenges.
Monthly Full Agency Meetings: At these meetings, we hand out recognition, go over birthdays, and share key sale strategies. These strategies are different things that are being done around the country. We also bring in guest speakers to talk about the industry.
Mentoring Program: If a new agent needs a bit more help, we match them up with a senior agent and go through a checklist on what they need to accomplish.
Personal Attention: I meet with my agents one-on-one to answer any questions they have.
General Manager Insight: Brian Miranda works very closely with our agents and provides insight from both a technical and sales perspective.
Support Staff: We have a great support staff that typically works from 9 to 5, Monday through Friday. These are great people who will go the extra mile and work overtime and on weekends to make sure our agents have everything they need.

These are just a few things we do to offset those five reasons new agents fail. If you have any questions, give me a call or send me an email. I would be happy to help you!

Time Management Tips

WMiranda@MRGTeam.com (Willie Miranda) — Tue, 7 Jun 2016 09:33:00 -0700

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We’re all in the middle of a very busy real estate market and you might be feeling a little overwhelmed. Use these 10 tips to adjust your productivity and get back into the swing of things.

1. Use the 3 Ds: Whenever I have a large pile of work, I either do it, delegate it, or dump it. Whenever you can delegate work, you should. Decluttering your desk and your workload can be incredibly helpful. One good tool for this is a word processing software called Evernote.

2. Time block: Every Sunday night, I sit down and schedule my next week. Sometimes, I will go two weeks out. This makes your life seem less hectic and more organized, no matter how busy you are. I put my family priorities first and then important business activities for which I get paid on, such as listing appointments, prospecting, negotiating contracts, etc.

3. Develop checklists for everything that you do: I find checklists incredibly helpful, and I use them for everything. I write checklists the night before work, so they’re in my subconscious and I know I need to do them.

4. Systems are important too: Systems are an absolute must for your growing business. When I go on a listing appointment, everything is laid out for me and I know exactly what I need to do. I don’t waste any time - I just follow the system.

5. Voice record tasks: If I’m driving down the street and come up with a good idea or something that I need to do, I record myself and either forward that to someone or use it for later.

6. Wake up earlier: I’ve noticed that I never have enough time to accomplish everything in a day, so I simply started waking up earlier. Just an hour earlier can make a huge difference. Over the course of a year, that’s an extra nine weeks worth of time.

7. Measure everything: You need to find out how much your time is actually worth. When you can place a number value on it, you can then realize which spots you're wasting time in. I had to cut out the long lunches and meetings that didn’t help my business bring in money.

8. Eat that Frog: This is the title of a book by Brian Tracy, but what it means is to do your most unpleasant tasks first thing in the morning. Don’t put off things that you don’t want to do. It will drain your mind and your energy throughout the day.

9. Learn to say NO: Warren Buffet says this, and it’s important to know when to tell someone ‘no’. Sometimes we don’t have the time or the resources to say ‘yes’ to everyone.

10. Reflect: At a certain point, you have to reflect and think about if your time is being better spent making money or spending time with your family. What’s the real profit or benefit of your activities? Are they worth it in your personal life as well?

Lastly, I recommend limiting your time spent social networking. Facebook, LinkedIn and Twitter are all great, but only up to a certain point. You don’t want to live inside of these networks. They can become a massive distraction. You’ll be surprised at how much more time you have in your day.

If you have any more questions, please don’t hesitate to contact me!

Are You Running Open Houses Correctly?

WMiranda@MRGTeam.com (Willie Miranda) — Thu, 28 Apr 2016 08:29:00 -0700

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I recently got a question from an agent who has been attracting buyers to open houses, but they weren’t getting accurate contact information from the people coming through. How do you get people to leave their real contact information at open houses?

Obviously, the primary objective of the open house is to sell the home. However, you’ll get a lot of people coming through who decide the home isn’t right for them. You might even get a few people who are thinking of selling their own homes, but want to check out the competition. Those are great opportunities for you to get their information.

You want to create the best bait that you can. Don’t throw a hook in the water and expect a lot of fish. Have a buyer book and a seller book that you can hand out at open houses. Only bring one copy for buyers and one copy for sellers. The buyer book has tips for them to find the perfect home at a great price. The seller book has tips for netting the most money on your home sale.

If they’re interested, ask them to write down their name, address, and phone number, and you’ll send them the book. Now you have great information and after you send them the book, you can follow up, convert them, and get more business.

It’s much better to offer something of value than to have people fill out a survey they don’t want to deal with. Those surveys get you fake email addresses and scribbled phone numbers. If you offer something of value, you will always get the correct contact information.

If you don’t have a book, you can always use a free report with tips to sell your home for top dollar or tips on finding the right home. Then they will be happy to give you their contact information

If you have any questions, give me a call or send me an email. I would be happy to help you!

I didn't know what to say when the seller asked me what commission I charged?

WMiranda@MRGTeam.com (Willie Miranda) — Sat, 26 Mar 2016 10:40:00 -0700

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Hi Willie!
I went to a listing appointment this evening. I did ask that both the wife and hubby be there. The wife wasn't there and there were 2 toddlers running around. I did a tour of the home but did not do a presentation or give any market values, comps etc. I thanked him for the tour and told him he had a lovely family and home. I told him I wanted to go back to my office with a clear view of the home and do some research and put together an aggressive marketing campaign. I scheduled a follow up in the office for thurs evening. Right before we schedule the follow up he asked me what I charge. I FROZE! I usually charge 6% but since I wasn't able to show value I told him 2.5% is offered to a buyers agency and 2.5% to my agency.

I have a few guidance questions here.

How could I have answered about the commission question to hold off telling him a # until after I did a presentation?

What do I do if he doesn't bring his wife on our next meeting?

I appreciate your guidance and expertise!😀😀😀

Make It A Great Day,
Stephanie

Stephanie Ciampolillo
Licensed Real Estate Salesperson
Miranda Real Estate Group Inc.
1482 Route 9
Clifton Park, NY 12065

The Most Effective Lead Follow-Up Strategies

WMiranda@MRGTeam.com (Willie Miranda) — Thu, 28 Jan 2016 20:12:00 -0800

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I recently got a question from a client. He says that he's getting a lot of leads off the internet and he wants to know the best way to follow up on them, and how many times to call the prospect before giving up on them.

I've always heard that 80% of sales are made on the 5th-12th contact, and I share this fact on page 27 of my book. Almost 48% of salespeople never even call a prospect back, which is crazy! Why even gather leads if you're not following up on them? Only 10% of salespeople make more than three contacts. Some of these statistics are pretty mind-blowing.

This has lead us to the creation of the 3-4-12 system. We try to call the lead three times within the first 72 hours (preferably within 5 minutes). If that doesn't work, you want to call four times within the next four weeks. Try calling them on Wednesdays and Thursdays, because studies have shown that this is the best time to call. You can send texts and leave voicemails or emails as well. Now, the 12 in this equation is the nurture campaign where you contact them once per month for 12 months.

Online leads tend to be people who have just started the process, so you'll only convert about 15% of them. The other 80% tend to be nurture leads for later on. It's important not to forget to contact these leads in the following months because otherwise you're just losing leads.

When calling prospects, shoot to contact them in between 8-9 a.m. and 4-6 p.m. It's important to call your leads as soon as you get them, because the longer you wait, the less likely you are to call the lead back.

Don't give up on leads too early because you paid good money for them. If you have any more questions on the most effective lead conversion strategies, please don't hesitate to contact me. I look forward to hearing from you!

How to Build a High-Production Real Estate Business and Have Fun Doing It

WMiranda@MRGTeam.com (Willie Miranda) — Tue, 1 Dec 2015 13:25:00 -0800

Questions about your Real Estate Career?
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Today, I want to share how you can get your hands on my controversial, but enlightening, book titled How to NOT Get Your Ass Kicked in the Real Estate Business. Like this coaching blog, I put this book together to help not only agents in the Capital District, but agents across the entire country have more fun in their business, make more money, and give more back!

The first chapter of the book talks about lead generation and all the different pillars you need in real estate. I share my wins, losses, success, and challenges that I've experienced along the way to building a successful business. It all starts with sales and marketing.

Next, I cover Gold mining your database. How do you set up a database and, once you do, how do you feed it? It's amazing how many agents I talk to who don't have a database. Let's face it: Your database is your business!

In Chapter 3, I cover networking, which encompasses business-to-business marketing, working with vendor partners, and how you can work with different community businesses to create a mutually beneficial relationship.

Chapter 4 covers time management, one of the most important aspects of running a successful business. I cover the perfect week of what you should have and how you should set up your day-to-day activities.

Some agents want to have a team, others do not. The point of Chapter 5 is to cover strategies for team building, so you can avoid the mistakes I made when I built my team.

Chapter 6 covers our 14-step process of selling a home. I also cover woodwork buyers and share tips and tricks to get them over the fence. Do you gather testimonials from past clients in order to promote your business? If not, you should be. In the book, I also cover the different ways you can use testimonials to market yourself to new clients.

In Chapter 9, I dive into operations. You need to have the right processes and systems in place so that every time you or a team member provide your service, it's done a certain way.

In the last chapter, which I find to be the most important, I cover finance. In this chapter, I really hone in on some of the mistakes I made before I got to where I am today. I was over $125,000 in debt at one point because of my failure to properly plan my finances. In the book, I share tips to help you avoid these same mistakes to you can set up for retirement, reserves, taxes, bank accounts -- you name it!

We're launching How to NOT Get Your Ass Kicked in the Real Estate Business on December 3 from 12pm to 1pm EST. Simply visit TheRealEstateBusinessBook.com in that time frame I will share $792 in bonuses with you. I'll share a lot of different templates, sample newsletters, personal brochures, listing plans, checklists, just listed/just sold postcards, my buyer presentation, different profile sheets we use for buyers and sellers, and a few webinars.

How to NOT Get Your Ass Kicked in the Real Estate Business will be available on Amazon for $14.95, but you have to buy it Thursday, December 3, between 12pm and 1pm in order to get all those bonuses listed above!

If you would like more information about my team or about joining my team, please don't hesitate to reach out. I'm more than happy to chat about your career in real estate and how you can have more fun, make more money, and give more back. I look forward to talking soon!