Are You Positioned to Scale in 2021?
As we head into a new year, we’re also very likely heading into a different market. If we’re planning on scaling our businesses, we need to position ourselves for this market.Â
The investors who are going to win when the market shifts are the ones who have a solid foundation of marketing and follow up. They are the ones using this time to line up capital so they are ready to hit the ground running next year.Â
What market indicators do we need to be paying attention to? How do we avoid getting caught in a market implosion? In this episode, I talk about the strategies that will set you up for success in 2021.
The people who have continued to market in 2020 are more poised to scale in 2021 because they’ve owned mind space.Â
Robert SyfertÂ
Watch the Full Episode Here:
Three Things We LearnedÂ
- If you want to have a lead flow, you need to be marketing consistently. You need to put the messaging out there that you buy houses, and that you sell to wholesalers.Â
- If you have access to money, you’re better situated for what’s coming in 2021.
- Avoid any deals that expose you to the risk of market implosion. Focus on building a stockpile of cash quickly.
Selling During the Holidays
The holiday season is a time when a lot of people dial back on revenue-generating opportunities because they don’t think there’ll be any business, but there are actually more investing opportunities now than at any other time in the year.
While everyone else has already settled in for the holiday break, we still have a lot of time left to work on our business goals.
What are some of the things we need to do during this time to maximize our opportunities? Why do many investors have their best month of business in December? In this episode, I talk about why we shouldn’t halt our business just because it’s the holidays.
This is the time to position yourself to come out strong in 2021.
Robert SyfertÂ
Watch the Full Episode Here:
Three Things We LearnedÂ
- In December, a lot of people get busier with holiday activities, including our competition. Instead of dialing back, if we keep doing revenue-generating activities, we’ll actually   capture more market share.
- To keep yourself motivated during the holiday season, focus on your vision for next year. What do you want to have accomplished by this time next year?Â
- A lot of people stop following up because they think they’d be bothering people by reaching out. Sellers still want to sell, and buyers are still looking for homes. People are     going to do business with the people who stay in front of them and follow up.
You Deserve to Delegate
For many business owners, it’s difficult to replace ourselves in certain tasks in our businesses, but having too many things on our plates holds us back and keeps us from getting to the next level.
Delegating isn’t a luxury afforded only to a few leaders. It’s critical to our effectiveness and ability to keep growing our business.
As the owner of the company, you deserve to build the systems around you that take the pressure off. You deserve to have time and space to replenish and refresh your energy.
What are the benefits of delegating? How do we determine which tasks to delegate? In this clip, I talk about why delegation is something we should implement in all our businesses.
As the owner of a company, you’re worth more than doing the lowest value activities in your business.
Robert SyfertÂ
Watch the Full Episode Here:
Three Things We LearnedÂ
- If a task is repetitive and mundane, we can document and delegate it. If it’s too difficult, time consuming and hard to document, we should try to eliminate it.
- We deserve the time and space that allows us to be creative and reflect on what will get our businesses to the next level. If we don’t delegate, we’ll never have the time and    space to come up with these ideas.Â
- Instead of thinking about how to do something, change your mindset to finding who can do it. Think of how someone else can do a task more effectively than you can.
Why You Need to Join a Challenge
Achieving our goals comes down to saying yes to the things that matter, and no to anything that takes us off that path. That’s why we should actively seek structured challenges that focus our effort and attention. They help us implement the consistent action that makes our goals attainable.
Whether we want to improve our health or fine tune the things that matter in our businesses, challenges create accountability, structure and ultimately, momentum.
In our real estate investing business, follow-up most directly impacts our ability to close more deals. Committing to our follow up within a challenge can be just the thing our business needs to multiply our results.
How can we combine the power of challenges with the results we get from follow-up? What are the psychological benefits of challenges?
In this episode, I share why challenges are so necessary for entrepreneurs and The One Follow-Up Away Challenge.
Challenges have the unique ability to help us apply structured focus and energy to one thing.
Robert SyfertÂ
Watch the Full Episode Here:
Three Things We LearnedÂ
- We don’t fail at your year-long goals in December. We fail right at the beginning of the year when we don’t commit to the daily actions and activities that make up that goal.
- The biggest thing we’re going to get from a challenge is the result that’s promised by following the steps, but there are always additional benefits to a challenge. Challenges
  can improve our mindset, our health and our habits. - Consistent follow-up multiplies our ability to close more deals. The One Follow-Up Away Challenge will help you build an automated machine that ensures every lead you
  pump into it is being touched until they are ready to do a deal.
One Thing Keeping Investors From Closing More Deals
When investors are so focused on the deal and the transaction, they skip a critical step, and create a barrier to closing the deal. They frequently miss the critical part in the process that will turn a seller lead into a transaction.
The conversation and the relationship aspect is the part we simply can’t skip. It’s the part that turns leads into deals and dollars.
How we approach and talk to the seller is the crucial part we must master. Sellers don’t want to be sold to or at, they want to be listened to and understood. They want investors to solve their pain points and genuinely care about them and their lives. That’s why being empathetic is one of the most powerful skills we can have in sales.
How do we find out what sellers really want so we can step in and help them? Why is listening the key to converting leads?
In this episode, I share 3 effective ways to communicate with and listen to the seller, and why that’s one of the most crucial parts of converting leads
If you listen to sellers, they will tell you exactly how to buy their house.
Robert SyfertÂ
Watch the Full Episode Here:
Three Things We LearnedÂ
- The more we allow someone to talk about themselves and their situation, the more they get to know, like and trust you. That’s where the sale occurs.
- Develop and nurture the skill of listening to sellers. The more a seller talks, the more you’ll learn about them, the problem they have and how to step in and solve it by buying their home.Â
- Sellers will talk about the problem they want to solve if we ask them simple questions and leave room for them to open up. Ask simple questions, listen and that will allow them to open up and go deeper.
75 Hard and Setting Short Term Goals
The biggest reason we fail to achieve our goals is a disconnect between our long-term vision and the small actions that will get us there. We’re often so focused on the future that we overlook what we need to do in the present.
If we don’t have a plan that governs what we do daily, weekly, monthly and quarterly, it’s hard to create any meaningful momentum. The short-term is what sets the pace and accumulates the results that will get us to our super long-term goals.
75 hard is a system that can catapult us in the moment and create the path to our long-term future. It allows us to focus on the smaller sprints that will help us run the entire marathon.
What is the first step we need to take if we want to achieve our goals? How do we determine the smaller things we need to do consistently if we want to create long-term momentum? In this episode, I share a method we can use to govern our goal setting and priorities in order to achieve our bigger goals.
Most people fail at their short-term goals because they are so focused on the long-term goal. They forget about the little boring details they have to do every day.
Robert SyfertÂ
Watch the Full Episode Here:
Three Things We LearnedÂ
- Your big goal should be something that stretches your ability and makes you a bit uncomfortable. It should go beyond the abilities you have now, and require you to improve   yourself to get there.
- Don’t set a long term goal that’s really a disguised short term goal. Define your big goal and then set short-term milestones that fit into the bigger vision. This approach        builds the foundational momentum.Â
- Honestly evaluate where you are right now, so that you are clear on what your big vision is and the smaller benchmarks you need to achieve to get there.
Resources MentionedÂ
The One Thing
12-Week YearÂ
90-Day Year
If You Do Nothing Else in Your Follow Up, Do This
As with any form of sales, follow up is absolutely the most critical element. While it’s important to have variety in our follow up methods – there’s one that stands above the rest, and is also the most effective at connecting with people.
We must use the phone in our follow up, especially texting.
Texting is the most effective, efficient, and scalable follow up method; and it’s most likely to elicit a response from people. This is a part of the follow-up system that we simply can’t skip.
What makes texting such a powerful follow up tool? How can we build it into our marketing and outreach operations? In this episode, I share the one thing you should be doing in your follow up process.
The whole purpose of follow up is being there when they are ready. Until they know, like and trust you, they may not do business with you.
Robert SyfertÂ
Watch the Full Episode Here:
Three Things We LearnedÂ
- Most deals are not done on the first contact. There should be multiple touch points included in our follow up sequence, including email, traditional mail, voicemail drops and text messages.
- Texting is a simple way to gauge where someone is and if they’re ready to sell. By contacting them regularly, they get to know, like and trust us.Â
- If we’re going to use text messages in our follow up, there has to be a consistent pattern of contact. Block out time in your schedule to make sure you’re always doing phone calls or voicemail drops. We can also hire someone to text for us.
Â
Voicemail Drops: Are They the Silver Bullets for Higher Closing Rates?
As we scale our investing businesses, automation has to become a crucial part of our operations, especially on the lead generation and marketing front. One of the most effective ways to scale our lead generation is through the use of voicemail drops.
On a lower level of business, we can get by with just calling people, but this is unsustainable as we grow. Voicemail drops can be as effective as actually having a conversation on the phone because they get to connect with us through our voices.
Including voicemail drops in our follow-up sequence significantly boosts our business and gives us more opportunities to build a deeper connection with our leads.
Where do voicemail drops fit into our 10X follow-up plan? How do they make our marketing feel more human and personal? In this episode, I talk about the power of using voicemail drops in our follow up.
A flawless follow-up machine has to include voicemail drops. If it doesn’t, we’re missing the boat and the opportunity to close more deals.
Robert SyfertÂ
Watch the Full Episode Here:
Three Things We LearnedÂ
- Anytime you’re going to send a text message, you should be sending a voicemail within the same timeframe. It allows them to hear our voice and feel more connected with us even if we didn’t have an actual conversation with them.
- Respond to people using the phone number we originally contacted them with. They have to see the same number and talk to the same person who first reached out.Â
- The laws of voicemail drops differ from state-to-state. To be on the safe side, check with your TCPA attorney in your area to verify the restrictions and what you can do.
3 Keys To Building A Team You Actually Trust
As you grow your business, it becomes critical to build a team around you that allows you to focus on the most productive use of your time. For this, we need to bring in the right kind of talent and if we want to hire and retain the best people, there are certain pieces that need to be in place first.
Without these pieces, it’s hard for the people we hire to succeed and help us achieve our business goals.
Why is it so important for us to have standardized procedures in our operations? What are the key metrics we need to focus on? How do we hold the people we hire accountable? In this episode, I discuss the 3 critical pieces your business needs to have so you can scale a trustable team.
If you don’t know your metrics, you won’t know what’s actually making you money.
Robert SyfertÂ
Watch the Full Episode Here:
Three Things We LearnedÂ
- Don’t wait to hire until you have problems and fires to put out. If you’re prepared, you’ll be able to spot a trend fast and hire people early.
- You already have a way you run your day and things you do everyday in your business. That is your system, it already exists. If you document it, a hire can be trained on it.Â
- If we bring in people without systems, processes and metrics, we’re putting them into a chaotic environment. They won’t succeed and they won’t last.
Ready to discover the power of a 40 person marketing & sales team…WITHOUT having to hire a single person? To learn more, hear what members are saying, and see if you’re qualified, visit RealEstateInvestor.com.
Why You Don’t Need More Leads
If you’re an active real estate investor looking for a way to scale, your first thought is to invest in more lead lists, and turn onto the next marketing channel. If you have a database or CRM, you don’t necessarily need more leads; there’s a ton of business already available to you that you can tap into.
The truth is, many investors drop the ball when it comes to lead follow up, so we might be missing out on the gold that’s already in front of us. Going back and refreshing these leads is a highly productive activity.
Where do we look for these leads and how do we reactivate them? In this episode, I share how to quickly and easily increase your leads without investing in new ones.
Reactivating and re-engaging with older leads in your database is the best list you’ll ever buy.
Robert SyfertÂ
Watch the Full Episode Here:
Three Things We LearnedÂ
- If you haven’t automated your outreach, you probably have many leads sitting in your CRM waiting for follow-up. These are the names you need to start re-engaging with.
- Old leads in our databases are people who have already expressed interest at some point. That means we’re already in conversation with them, so we don’t have to ask them to opt in again.Â
- Our databases are going to have people we didn’t follow up with, people no one has been in contact with or people who weren’t ready to sell before and are ready now. That’s why we have to re-engage with them consistently as their needs change.
Ready to discover the power of a 40 person marketing & sales team…WITHOUT having to hire a single person? To learn more, hear what members are saying, and see if you’re qualified, visit RealEstateInvestor.com.