Thank you to all who joined us for the All Agent meeting in Avondale! It was great connecting with everyone. The panelists did a great job sharing best practices. So many take-aways!
Dave mentioned this, but I think it’s worth repeating…Over 50% of today’s fortune 500 companies were founded during a recession or economic crisis. Jen and I started our business in 2007 just at the beginning of the mortgage meltdown. Being young entrepreneurs we were optimistic and had no idea we were at a disadvantage. We focused on what we could control, moved forward and stayed adaptable. We watched for industry trends and were careful of the information we absorbed, we did not let the NEWS and politics influence our commitment to focus.
With a looming recession it is clear the housing market is feeling some impact. The Fed will continue to raise the rate as unemployment remains low (for now), consumer spending remains high and inflation isn’t moving down. It’s become abundantly clear that the Fed only has one mandate and that is 2% inflation. Everything else becomes collateral damage. What we can’t do is just sit around and wait for the rates to improve. We have to take action!
The actions that create transactions remain consistent in almost any market condition. We just need to become more focused and amplify our activities. For instance, if it took 10 calls to get to an appointment, it may now take 20. We should become laser focused on what matters most in this business…and that’s creating more connections and leaning into our client relationships. You have to understand each client’s timeline as well as motivation and above everything else and you have to keep great notes. Conversations lead to appointments, appointments lead to transactions! Now is the time to double down on building your database and having high quality conversations. It is never too late to look at the drip campaigns and honestly ask, does this reflect their timeline and motivation? Then you need to adjust them, it is about adaptability and leverage. Improving and adapting the drip message, the call scripts and leveraging video to improve the emotional connection.
It may be hard to see in the moment, but know that your hard work today will pay off exponentially in the future! We have been through this type of market before, a more difficult market and we know the path out of it. These are the times when market share is captured. While others are already hitting the eject button we are strapping in tighter and getting gritty. Focus on your day-to-day rather than the unknown future! (Or as Guy Forbis said yesterday, Win the Day!)
What have we been up to for the last 30 days:
Lead Automation- We remain committed to generating more down funnel appointments for our agents! Last month I mentioned CallAction, a lead engagement platform that leverages automated voicemail drops, text messaging drips, uses templated responses to common objections and aids in generating more appointments for agents with less manpower needed. In our first month of testing, we were able to get a 43% response rate from our initial 500 leads, less than 15% opt outs and 5 appointments.
Lead Generation - Some interesting news on the Zillow front… As of last week Zillow took further steps to align with only the top performing teams and agents. They shrunk those agents receiving leads in the Phoenix market down from 190-200 to 30-40. Flex becomes an even more significant competitive advantage to continue to grow your database!
Golf Tournament - 4th Annual Laughton Team Golf Tournament was a success! Thank you to all of those that showed up and supported. The most impactful part for me this year was the non-profit we supported, Employed and Overjoyed. The foundation’s mission is to provide adults with disabilities job training and direct skill development to earn a paycheck, build relationships, gain a sense of purpose, and show the community the beauty of diversity and inclusion. We had the opportunity to meet several of the individuals who work at their coffee shop, Spencer’s Place. If you are ever in the area go in and say hi!
Spencer’s Place - 15341 W Waddell Rd B101, Surprise, AZ 85379
What am I excited for over the next 30 days:
We are putting the finishing touches on a new Laughton Team Portal. It is a clean, simplified version of our portal. Here is a video from Billy with a walk through: https://tinyurl.llc/6tZVjV
Floor Time:
A few months ago we began brainstorming on ways to reward the hungry team members. Those that are committed to building/maintaining their database and daily prospecting! Reward the Doers!! Out of this spawned “Floor Time”, our weekly in office prospecting in the NW, SE and Tucson offices. And what better way to reward those committed to growing their database than with exclusive lead opportunities!
Here are the results from last week.
29 Agents Attended - 491 Total Calls - 149 Conversations - 27 Appointments Set
If you want to learn more about how you can get involved in Floor Time, reach out to your team lead.
Content I found interesting:
Angela Duckworth’s 6 minute message on Grit is one of the more impactful Ted Talks I’ve seen!
Simon Sineck speaking on Nike’s mission of supporting the doers!
Top 20 Metatrends & Moonshots - Think of AI and metatrends as a “superpower for predicting what happens next and implementing your vision of the future - at scale.” When I think of AI for our team members I often go to intuitive lead follow up, calendar management and client retention. Imagine the world’s best executive assistant!
~GL
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