This One Action Will Allow You to Hit the Ground Running When the Time is Right – #TomFerryShow

April 7, 2020

I strongly believe two types of agents will exist at the end of this crisis.

Those who have stuck their heads in the sand and will need to scramble to try to get up to speed…

And those who have set themselves up for success and are ready to crush it as soon as it’s safe to do so.

Pretty obvious which one you want to be, right?

Imagine a whole stable of well-informed buyers and sellers who are ready to begin the process as soon as the “all clear” signal is sent out…

It’s possible… as long as you’re doing the right things now.

Can I show you how to get there?

Be the Leader Your Community Needs

When all this disruption began, you probably had some decent leads in your pipeline… people conducting early research while planning for a spring or summer move.

Even if you didn’t – if these people hadn’t signaled their intent to you yet, they were out there for sure… agreed?

So now, their plans on are likely on hold. And that’s fine.

But it doesn’t mean you should sit around twiddling your thumbs until they’re ready.

No, my friend… You have work to do. Now.

You see, left to their own devices, people are going to feel uncertain coming out of this. They might have cold feet. They’re going to second-guess their original intentions.

They need you to be step up and be the voice of reason guiding them through this chaos.

Are you up to that leadership role?

Here’s how…

My Challenge to You

Remember, one of the five “smart actions” I covered two weeks ago was the need to over-communicate right now.

The strategy I’m sharing with you today falls under that umbrella.

It starts with making a call to those people who were in your pipeline. Check in on them and remind them of their plans you had talked about originally.

Assuming nothing catastrophic has happened with them, the next step is to offer to set up a 15- to 30-minute video conference call with them so you can inform them about market conditions and best prepare them for the opportunities available when things return to normal. It can be over Zoom, Facetime, Google Hangouts, Skype, whatever. Just make sure it’s video so you have that human component.

Once you’ve contacted all those leads, then keep going with your past clients, sphere and even members of your database.

I’m challenging you to set a MINIMUM of seven of those 15- to 30-minute sessions every week.

Keep reading to find out what to say.

Here’s What to Cover in the Video Call

When you eventually sit down “virtually” with these people, your role is to simply educate and inform. Let me make it very clear that your tone cannot convey “sales presentation” during this process. These need to be honest, heartfelt, data-driven conversations designed to help provide clarity in uncertain times.

One of the first things to establish is that this is not 2008 all over again. I strongly encourage you to use the statistics Keeping Current Matters has been publishing to illustrate the differences and instill confidence in these consumers.

Make sure to share with them some of the historical data, what the economists are predicting for the real estate sector and home prices, and give them insight into what’s happening inside your MLS right now. In many markets, transactions are still being closed every day.

I would also offer to keep them updated on the “shadow inventory” of properties that have been withdrawn from the market in the last few weeks. You can offer to reach out to those listing agents and give your buyer clients the first opportunity at any potential properties coming back onto the market.

Don’t Let Disinformation Further Disrupt Our Industry

There’s probably a lot of fear out there among consumers right now. They’re reading sensationalized headlines designed to attract more eyeballs for advertisers.

It’s up to you to set the record straight with real facts and calm those fears… not only for your own good, but for the good of our industry and consumers everywhere.

So step up, be great, answer people’s questions and serve as the voice of reason in your community.

The more you can connect with people now, the better positioned you’ll be to seriously hit the ground running and gain massive traction when all this passes – which it will!

So… How many of these appointments do you commit to booking each week? I’d shoot for a minimum of seven, but it’s really up to you. How many people do you want to have ready to roll when the time is right? Let me know in the comments below.