Sayed Monday Morning

12SEP2022

Confused / misguided customers; better to leave them alone. They just take information, don’t give any business. Let them go. Don’t invest your time.

We can only educate, communicate with those who want / need your help. We can help them with our knowledge.

You know business better. Communicate with authority.

Rule: You need 1 client every single day (average).

Speak with confidence / professional way. Use your strength. Full time / part time.

It will help them in their investment and transactions in real estate.

Try hard, make sure, we have knowledge what we’re telling them.

Market shift / no business is myth (people’s thinking).

July TREB report; 5625 properties sold. 11,000 transactions altogether.

Get your share.

I’m .. form Century 21 Leading Edge Realty. This is my business card. A house is just sold in your neighborhood. Are you thinking to move from here if you can get good price of your property.

It was pretty quick sale in record good time and good price. Our team has good name in GTA.

I can give you all information when we set up meeting.

Which time will be suitable for you.

I work with schedule. It would be better if I can block time for you.

Weekdays would be better or weekend?

If due to any reason, you don’t want, you can call and cancel.

This time blocking will be priority for you. I’m with you here, it would be better if can schedule.

Saturday morning or Sunday afternoon?

Here I’m blocking time for you on my calendar. Will your spouse be with you at that time?

If any change, please call me and we’ll reschedule.

Commission / Why hire you; not on door

To give you more understanding of why you should you hire me, it would be better, we sit down and I give you my information, how I helped so many people in real estate because that’s the profession I’m in and its biggest transaction, you would ever do in your life and you need the right person.

At this time I’m doing different activity.

Would it be OK I get your time, sit down and show you how I do my duty.

(New) We’re group of realtors, we work as a team in our company. Our company has over 827 realtors. We work together. We have great strength in real estate market.

Commission / Why hire you; not on door / What is your strength

I’ll explain why I charge 5%, it needs proper presentation.

I promise / guarantee you, we’ll come to an agreement, we both be agree upon. You’ll have not any problem with that. 

Let me explain; The value I’m going to get you for your property for selling, you’ll be happy when you give 5-6% as commission.

For example, you think your property is worth $950K, I can probably get you $950K without any stress on you with everything planned properly. Would it be beneficial for you?

Or if you want to go with someone else who is telling you to charge lesser commission. They might tell you that they might give you probably that price or even more than that and they will give you proper service and eventually when you’re in contract they try to reduce the price.

They may use your time and use your listing as a bait and now you’re stuck with that contract. 

Would you mind paying me 5% or you can ask me to get 6% than going with those who are going to take you for a ride?

I’ll be most hard working agent that you can find and I’m honest to you. I’m not going to lie to you.

When I’m going to list your property, I want to make sure that buyer agent also take the right share of it. 

Because if I’m reducing my commission, I’ll not be able to pay the right amount of commission to the buyer agent too.

So, if there are lots of agents who are going to market themselves, they say, they are going to charge you 1% or 2% commission or whatever. 

There are lots of agents, they are discounting themselves. 

Imagine, the person, who is going to discount his commission right upfront to get your business, how would he be there to protect your interest when he is on the negotiating table when you have an offer.

The person who cannot negotiate his own salary or commission, how will he be able to justify your price of the property, how can he be strong enough there?

So, this is my strength.

I’m a good negotiator and I don’t compromise my fees because I know what I’m doing to give it to you and the same thing when I’m going to get your property in the market I know what I’m asking for. I know what my property is worth. I know how to market it.

Based on that I’ll be very strong to negotiate the property for you and if I save you $60-70K in the negotiations, would that 30-40K $s of my commission even if it is 6% commission, would that matter.

Real estate is one of the necessity of human being. 3 commodities are always in demand; food, shelter, clothing.

Real estate is not a short term investment. It is long term investment. If people are willing to buy something as investment, they should at least be in capacity to hold it for min 5 years or more.

Even prices are not so strong right now, there is nothing wrong with that if they buy. Because new construction you only pay deposit which they are asking you for now. Construction will take at least 2-3 years. By that time market whatever situation it’s going down, it will definitely come up.

So there are very less chances for you not to make money.

Off course, if you can hold it for longer time it will definitely come up. But if you sell it within less than 3 years time and someone buy it because you’re selling assignment then it’s not right choice for them.

Not everything is right for everybody. You have to find out what is right.

You have to understand their strategy what they want to do with their money.

If they are buying to sell it as soon as construction is started then it’s not the right thing to do, not right investment.

If their plan is to rent then it’s a better chance for them. Rental market is already getting strength. They can probably use that.

Talk to your client, ask them. What is their strategy, what they want to do. On that basis, you can guide them, how they can take advantage.

Humans believe in lie if they are constantly told with confidence and vice versa. People believe in body language.

Market yourself with belief and confidence.

No one know, how low the prices will go. $950K now, after 1 month 900K, , after 2 months may be 850K, you may save $100K.

Who knows when it will touch the bottom and then it will bounce back. That will not be right time to buy.

When prices go up, that is multiple offer time.

Emotionally people pay more than they are supposed to pay. All those anxieties will cost you more money. Interest rates are going up, prices are going down. You are saving on the purchase price. At the same time, paying more as cost of borrowing. To qualify for mortgage is also changing. Today if you qualify for $950K. By the time your qualification will be $850K with high interest.

Everyone is not there to give you business.

These are facts, not lies.

No one has crystal ball / magic.

For both, personal use and investment, still this the right time to buy.

Cost of financing, criteria to qualify; is also changing.

Paying rent, all the time. Bus / train is moving; slow, fast, uphill, downhill.

Sell, because prices may drop more.

Real sellers / buyers are in the market.

Situation is uncertain for investors.

Prices are downward, better sell early.

Better to know the motive of selling / buying.

I’m from Century 21, Leading Edge Realty. Here is my business card.

It may be in your knowledge, the property sold in your neighborhood.

Would you consider to move if you get right price.

Do you know anyone willing to move in your neighborhood, willing to sell their property and have plans to move.

Can I have your name to call you by your name? Here is my business card, Thank you

Who don’t want to move, use equity to take the advantage of the market.

To build wealth portfolio in real estate.

People have valid reason to stay; children school etc. If we ask them, they may tell you some interesting information also.

If living 5 years plus, then they may have enough equity; as per my understanding.

Create curiosity; block appointment, permission to call, email of updates. 1 month 3 month (quarterly).

When you are afraid of something; do it. Never hold back. It will weaken you.

Be polite / nice; while door knocking. You will find most people nice. 

No one has reason to call police on door knocking; smoking / trespassing

Not unnecessarily, you made them mad.

Possibility is that they are already in the middle of something good or bad. Apologize and walk away.

Find nice persons. Use reverse psychology; kindness attracts kindness. Mostly people are nice.

You’re on job

To Police: I’m ... form Century 21 Leading Edge Realty. This is my business card. I’m doing my job, making connections, knowing my community. Unjust actions cause police intervention.

Our company is like family; we support, help, encourage. We have healthy competition.

In the neighbor of my listing, property sold 20% less, so my client back off from listing.

Better to know motive to sell / buy.

This is buyer market, down train; $1.2 M now $1.1 M, $100K less.

If it goes down more 10-20%, whether worth to sell now or later.

Chances look like it will pick up in spring / summer next year. No guarantee. May be it go down to $1M 0r $950K.

Market speculation must not be the purpose of listing.

Close people ask for any deal from new agents. Are they really close people? I’m working in a group of 827 people. We’ve networking meetings. We are selling homes every hour. Our managers work with us. We have full team support from our company. I need your support as close friends.

Use your confidence. This is hard learned lesson but still it’s worth.

Commission: that’s really good question. You should be asking those two questions every agent interviewing.

I’d love to discuss with you during the meeting.

For Script: RobVivianCoaching.ca Log in

My Drive Workbook

Practice script, every single day 20-25 minutes. Do prospect calls 2-3 hours every single day. 5-6 days per week.

Write, edit, personalize; keep repeating, until you’re 100% confident, even then continue practicing.

When calling, try standing

1 in 4 works; RobVivian

4 leads, 1 deal

Add 1 client every single day.

Call to CoI; centre of Influence plus to those you don’t know; property just sold ….

Go out with the attitude / mindset that you’re helping someone; not to get business.

I’m professional realtor. I know how to invest and create wealth.

Let me help the people to make informed decisions.

When you go out with giving attitude, you will be free of fear of rejection.

If we are asking / begging for something, then we face rejection and it hurts.

Give out 10 business cards every single day. Use escalator, Tim Horton drive through; ask cashier about the bill of the driver behind you. If it is 4-5 $s, pay it leaving business card for him with a note, ‘Have a Wonderful Day’. 

Always keep business cards handy.

Serve donut / coffee to concierge in the building every week / month. They are sometimes doctors, pilots, army officers; doing survival jobs. You can generate referrals.

Do BBQ in your back / front yard. Get involved in local community; street cleaning, church; gloves, shirts with your name brand.

Now door knocking will mean different.

Leasing Tenant Requirements: Equifax credit report with score, Legal status (PR, Citizenship card), Application Form, 3 recent paystubs, 3 month bank statement, copy of NoA (Notice of Assessment), job letter, Reference letter (or names).

Marketing – go out and bring business in

Use social media; promote yourself; personal life and business activities with decent pose.

Every single day go out; call, communicate, use all means.

Speculation is a form of active investing that involves making and acting on market predictions — It comes with high risk, but also the chance for substantial gains on short-term investments. Many people invest in the stock market with the intention of slowly building wealth.