Have a top leader mindset: Kathleen Black master class - 11/29/2022

Kathleen Black is a globally recognized mindset and performance expert, two-time bestselling author, highly sought after speaker and owner of her consulting firm, Kathleen Black coaching and consulting. She’s also an award-winning business leader, having been the recipient of the iconic leaders creating a better world for all award and was named one of the top 25 women driving the future of real estate. She also inspired the full-time documentary titled “The relentless one.”

You have the power to have a top-leader mindset. This is the time to get the skills and tools to be able to self-coach right now.  Be strategic and look for opportunities in this business.

What are the high performers doing? When 99% are waiting to see what happens, leaders are creating it. How you see situations, like the market shifting, depends on you. Let’s discuss what happens when we focus on what we can do.

When we focus on what we can do, we take action and feel more confident and powerful. Take those educated risks! The key in this market is to self-coach every day. Here are some questions to ask yourself:

• Where am I right now?
• How do I shift to where I want to be?
• Am I ready to take responsibility?

Right now, the people making offers are those who are educated and confident. You create confidence in the education process.

Top producers are looking at making an impact on all the steps along the way. They're acknowledging that the market changed and they’re providing solutions and finding opportunities. Do we have a strong listing presentation? Are we communicating how to think about pricing when we need to make adjustments?

Tip: Be face-to-face with the consumer, a phone call will not do it.

Questions to ask yourself:

• How many people am I talking to?
• How many appointments am I going to?
• How many am I converting?

What's more important is how many clients are signing up with you.

Now is the time

Right now is the time to do some improvements. What are you doing with your time to become more efficient? Is it time to relook at your CRM and put in notes? This is a time to streamline and clean things up. In the end, you'll come out of the gate stronger.

Negotiating vs consulting

Take the consultant's approach. Ask yourself, how are my clients making decisions? How do I take this information and communicate it so that it's an easier experience for them? You want to continue to earn their trust. This allows you to move into the negotiation stage.

Tip: Shift your seller's focus into stats, data, and a buyer's perspective. Be more influential by being face-to-face with clients. This will allow you to read their body language and tone.

Is it wise to cut down on expenses right now?

It's impossible to be strategic in fear. If you have specific things that are working well, then keep them. If your marketing is bringing in leads and they result in appointments, you're going to want to keep it.

Look at investment cost and potential return. At the research stage, commit to paying for the time you invested in it and continue to monitor it.

Foreclosure listings

Foreclosure opportunities come from your database. It's unfortunate but a reality. Make sure to reach out to your clients and ask them if the bank has contacted them. Build strong relationships with your bank and mortgage brokers.

Communicate the market with our clients

When educating clients, you always want to go from macro-market to micro-market.  Your broad macro market statistics would come from your monthly Real Estate Board.

What's powerful to a seller?  Put your seller in the driver's seat. Get them to see the buyer's perspective. Present them with the stats on supply and demand. This will allow you to ask them where they see the price for their home falling. Sellers who are informed, feel empowered and are more logical with pricing. Show them the competition and what the recent home sales in their area were in the last 2-6 months.

Staging

Ask yourself: What is the likelihood the house will sell?  Look at your commission and compare that with what you're spending on the listing. Make sure you are covering your bottom line. Don’t forget that some listings won’t sell and you’ll be out of pocket. What’s your return on investment?

Tip: Have a stage consultation, this could reduce staging costs. You can suggest to the seller that you cover the base and they cover the rest.

How do I attract high-end buyers?

The simple answer is: organically. Make sure you do a great job with first-time buyers. This ensures that you will be top of mind for them when they move up to their second home. Don't forget to keep in regular contact!

Tip: Take a look at your marketing endeavors.  Find out if your marketing strategy is attracting your target client.

What did we learn? Be more efficient with your time. Educate your clients and put them in the driver's seat. Be strategic and look for opportunities in this business.  How you see the situation like the market shifting depends on you.  Yes, you have the power to have a top-leader mindset.