Harnessing the shift in the market: Steve de Laveaga master class - 08/29/2022

We welcomed Steve de Laveaga, CEO & founder of R.I.S.E on Monday, August 29th at 1 pm ET for an Houseful select network master class where we learned about harnessing the shift in the market. Steve has been awarded as one of the "Top 100 most Influential individuals" in the real estate industry by the Top 100 Magazine. Here are some of the takeaways.

5 pillars of success

1. Speed
   72% of Consumers choose to work with the first Agent they speak to. Within those 3-5 minutes, find common ground and build rapport! Show the consumer that YOU are the local subject expert. Ask the right questions. Provide value by offering properties that are not listed yet. 
2. Notes
   Make sure that you make a minimum of 2-4 notes in your Communication path. (On the Houseful platform) If you are communicating consistently, you win more leads and there is a better consumer experience. Just like your own business, update the platform! 
3. Communication pathway
   Keep the lines of communication open by adding in comments in your Houseful dashboard. Keep in mind: New referrals require an initial update within 1 week post-introduction, and after that, referrals require an update every 4 weeks. You’ll see these update expectations outlined at the bottom of every lead awarded email and every scheduled summary. 
4. Optimized settings
   Let’s face it, the world is getting tougher in real estate. We are in a declining sellers market, but it’s still a sellers market in most cities. Whatever the market is, let the consumer know this is a great opportunity. Take in more leads and expand your business area.  It is a fact that more leads result in more opportunities.
5. Patient conversion
   For the first 90 days be patient and go through the process. A future buyer is not a bad lead! The best lead you got is the one you got 9 months ago!

Ways to grow your business

On the first call

Book the appointment! Ask your consumer, when do you want to meet? Don’t ask them all the qualifying questions such as employment status, etc. Ask open-ended questions about why they like the home. What is their motivation? Is this something I can help with? Respond with intelligence. Consumers do not want to wait!

TIP: Never tell the consumer they are wrong on their first call or that the house is sold. Meet your consumer at an active home and show them comparable homes.

Add value

Like any relationship, you need to work on it. Ask questions at the right time. Times have changed and consumers have the ability to research more. They need us for our knowledge and advice so make sure to become valuable.

Teams

Don’t be afraid to toggle agents in and out of your team. Make sure to meet with your team at least once a week to review their pipeline together. Hold your team accountable! Assign someone to manage your team dashboard. If even just one agent is underperforming, this will hurt the rest of the team.

Grow market share

Research tells us that one out of four buyer leads have a home to sell! So every lead is a multiple transaction. If your buyer has a listing agent, it doesn't mean you can’t still offer value. Provide market statistics and let them know what you're offering is free and confidential.

To recap, using the 5 pillars of success, speed, notes, communication pathways, optimized settings and patient conversion will lead to a successful business. Book an appointment on the first call even if the house is sold. Offer different alternatives to your client and remember, you are the local expert!

Have more questions for Steve? Feel free to reach out to him HERE.