Becoming a...home to take your calls. • Hold group prospecting time with your team. Get on a video call together and then mute yourself to make calls. • Start by working through

by Cleve Gaddis

Master Coach, Workman Success Systems

Becoming a

WorkmanSuccess.com | 385-282-7112©2020 Workman Success Systems

WorkmanSuccess.com ©2020 Workman Success Systems

4 Key Points to Become a Master of Virtual Real Estate

Make the powerful choice to create accountability through awareness.

“Virtualize” your services to fit current needs and to enhance the home-buying and -selling experience for your clients in the future.

Continue to provide information of value and needed services to your sphere of influence, past clients, current clients, and to the community at large.

Go above and beyond to elevate your client care by enhancing and expanding your action plans and workflows.


Make The Powerful Choice to Create Accountability Through Awareness

Follow a schedule. Get up on time, shower, and dress for success.

Minimize distractions. Set up a distraction-free work-from-home environment where you can focus.

Stay connected. Keep in frequent contact with your team and have daily virtual huddles.

Prospect daily. Set aside 1–3 or more hours specifically for prospecting every day. Build your pipeline now so that when this is all over, you’re ready to go.


Tips for Prospecting During COVID-19

• Take advantage of this time when people are actually at home to take your calls.

• Hold group prospecting time with your team. Get on a video call together and then mute yourself to make calls.

• Start by working through your old, dead leads.

• Reconnect with all clients who have lost out in multiple-offer situations in the last year.

• Be sensitive to people’s concerns about COVID-19. Assure them that you have specific processes to ensure safety, and explain some of your virtual services.

• Use scripts. Don’t just call and wing it.

• Make sure you have the ability to help people. If you don’t, then they’ll get the feeling that you’re just looking for a commission.


Scripts for COVID-19TOP 50 - CONVERSATIONS WITH ANYONE WHO ASKS “HOW’S THE MARKET?”:

It’s changing quickly. Some of my clients are deciding to step back right now and I’m supporting them 100%. I’m just helping them think through what’s next. There are others who really need to buy and/or sell today and they’re doing that with the procedures we have in place for being safe through smart showings, virtual services, and more.

CONVERSATIONS WITH BUYER OR SELLER PROSPECT:

Hi [FIRST NAME], It’s [AGENT NAME] from [TEAM/COMPANY]. Just making a COVID-19 follow up call. I wanted to touch base to see how you and your family are doing? (Listen, Listen, Listen). We’re here to help you with anything you need if we can. Can we do anything for you? Just an FYI, some of our clients have decided to step back right now and we support them 100%, others are proceeding as usual and we’re supporting them with the procedures we have in place for being safe through smart showings, virtual services, and more.


Help & Services to Provide During Outreach Calls

● Update property information on Zillow (to change value for future sale).

● Assist with property value appeal for property taxes.

● Provide a copy of the closing paperwork for filing tax returns.

● Give the square footage measurements from your closing records.

● Discuss mortgage payment deferral.

● Discuss rent payment issues.

● Prepare analysis of property value.

● Give online staging advice and guidance.

● Discuss refinancing — help them make the best decisions regarding a refinance:

● Can you save the total cost of the refinance upfront in 18 to 24 months? If yes, then move forward. If no, then look for other options.


● Analyze an investment property. How is it performing?

● Recommend vendors for various projects — both urgent and long term.

● Allow people to use the team’s moving truck to clean junk out of their homes.

● Send data on what’s happening in their market.

● Give frequent market updates. People may not realize it, but the economy will recover, and we can help them.

● Educate people on what’s happening in the broader market.

● Let people know that you can help them if they were in the process of selling to an iBuyer and the iBuyer canceled the transaction. You can get them back on track with life.

● Help people with groceries and other essentials during this time of need

Help & Services to Provide During Outreach Calls


● Virtual Buyer Showing

● Virtual Listing & Marketing Presentation

● Virtual Open House — with agent present, alone at the home

● Virtual Open House — via Zoom, using listing information and virtual tour

● Virtual Review of Home Inspection Report

● Virtual Investor Meeting

● Virtual Buyer Seminar — how to buy a home

● Virtual Seller Seminar — best practices for selling a home

● Virtual Closing

● Virtual Lender Meeting

● Virtual Tour of Important Locations in Your Area

● Virtual “Getting to Know the Area” Tour — show the buyer prospect two or three listings in a price range in several different areas to help them narrow down the area in which they’d like to purchase

● Virtual Relocation Presentation — includes:

● Virtual Tour of Important Locations in Your Area

● Virtual “Getting to Know the Area” Tour

“Virtualize” Your Services to Fit Current Needs

and to enhance the home-buying and -selling experience for your clients in the future.


● Have your prospect download Zoom and then deliver your presentation that way, using the screenshare feature.

● Talk to them over the phone first to schedule the appointment and prepare them for an online listing presentation.

● Once online together, follow the normal process you’d use if you were actually in the home.

● Build rapport

● Learn their needs, timeframes, priorities

● Tour the home

● Present your marketing system

● Determine the appropriate pricing for the market

Virtual Listing and Buyer Presentations


VIRTUAL OPEN HOUSES CAN BE A HUGE ADVANTAGE!

Scale: You can do 10 or 11 open houses in a week instead of one or two.

Exposure: You can get more people “at” the open house — hundreds of views online rather than a dozen people coming through a physical open house.

Reusability: You can send the link to the open house to buyers who missed it or prospects who find the listing online and would like more information.

Virtual Open Houses

OVER ZOOM

Use listing information and a virtual tour. Start by using a satellite map of the area and

help the prospect get a better understanding of everything

that’s located nearby.

AGENT AT THE HOME

Go to the home alone and shoot a Facebook live video. Set up an event in advance

on Facebook and invite friends, prospects, and area homeowners to the event.

TWO METHODS

TIPS FOR SHOOTING A VIRTUAL OPEN HOUSE VIDEO:

• A smart phone with a high-quality camera works just fine.

• Get a stabilizer to mount your phone on to eliminate shaky cam.

• A lapel mic is also great to ensure a better audio quality.

• If possible, film with a panoramic/360° camera. This makes the experiences much more immersive for a prospective buyer because they can view each room from every angle.

Give your best first impression. Whether you’re filming at the home or giving a tour online, prepare in advance and make sure it’s as polished and professional as possible.


Virtual Showings/Private Virtual Tours for Buyers

OVER ZOOM

Use listing information and a virtual tour. Start by using a satellite map of the area and

help the prospect get a better understanding of everything

that’s located nearby.

AGENT AT THE HOME

Go to the home alone and shoot a Facebook live video. Set up an event in advance

on Facebook and invite friends, prospects, and area homeowners to the event.

TWO METHODS


NEEDED SERVICES FOR YOUR CLIENTS

The COVID-19 crisis may feel like an enormous obstacle, but it’s also a huge opportunity for your business. It gives you the chance to ...

• Fill a need. The recent surge of agent inactivity is creating a vacuum in the world of real estate. No matter what, people are still going to need to buy and sell homes. When others have given up, you can continue to fill the needs of your clients, sphere, and community.

• Prove your value. Many agents are incapable of handling a transaction well in these restricted circumstances. Now is YOUR time to step up and prove your value. Show your clients and prospects that you are a capable professional who has systems in place for working through the crisis.

Continue to Provide Information of Valueand needed services to your sphere of influence, past clients, current clients, and to the community at large.


• Have all potential buyers fill out a form disclosing whether they have been out of the country recently and whether they are exhibiting any systems of illness.

• Offer hand sanitizer to the buyers before and after the showing.

• Wear a mask, gloves, and shoe coverings while showing the property, and provide these items to the visiting buyers as well.

• Ask the seller to turn on all lights and open all doors prior to the showing to minimize the amount of contact needed. If necessary, turn on lights or open doors yourself so the buyers don’t have to touch anything.

• Ensure that you are following social distancing guidelines. Staying at least six feet away from the buyers at all times throughout the showing.

• Limit the duration of the showing and the number of people in the home at one time.

• Schedule showings carefully to avoid overlap.

• Between showings, disinfect every door handle and light switch as well as the keys.

Safe In-Person Showing Practices


HERE ARE SOME THINGS OTHER AGENTS HAVE DONE:

• Drove the Easter bunny through local neighborhoods in the back of a truck so that kids could see it from a safe distance.

• “Flocked” people’s lawns with plastic flamingos for their birthday to make it special even though they couldn’t gather with friends to celebrate

• Drew sidewalk chalk art outside homes to brighten the residents’ day when they look outside.

What can you do to reach out and do something meaningful that will make people appreciate and remember your services?

Value for Your CommunityAs a real estate agent, you’re a pillar of your community. What can you do to continue to provide value? Now, In a time when everyone is pulling back, your efforts to reach out will set you apart.


• Donate to or raise money for a small local business.

• Hold an online contest or drawing for a gift card from a local business.

• Buy dinner for past clients or members of your Top 50 by sending them gift cards for restaurants that offer contactless delivery.

• Research how local vendors have adapted their services in response to COVID-19 and compile a guide to send out to local members of your SOI.

Support for Local BusinessesA lot of local businesses are suffering right now because people aren’t going out. What can you do to help them?


In times of trouble, people either rise to the occasion or fall short. Now is your chance to truly set yourself apart!

SRO: SERVICE REGARDLESS OF OPPORTUNITY

Your message: “I’m still here for you. I want to serve you, even if there is no opportunity for me. I’m ready to go above and beyond for you because I care about you.”

• Check in on your past clients and the members of your Top 50 and help them get what they need.

• Do things even if they aren’t visible to others. Serve for the sake of serving.

• Ensure that service is part of your regular routine by enhancing your action plans and workflows. Schedule times to check up on everyone, and follow up with action.

At the end of this crisis, people will remember how you handled an emergency and what you did to help others during a difficult time. They’ll vouch for you, recommend your services, and send you referrals because you have gained their trust and loyalty.

by enhancing and expanding your action plans and workflows.

Go Above and Beyond to Elevate Your Client Care

NOW IS NOT THE TIME to slow down, sit back, and “ride it out.” Now is the time to buckle down and get to work. It’s time to solidify customer loyalty and create raving fans for life!

Documents

Becoming a...home to take your calls. • Hold group prospecting time with your team. Get on a video call together and then mute yourself to make calls. • Start by working through