(00:00:01):
Welcome to the Commission Queen podcast.
(00:00:03):
Commission Queen is for women real estate agents that are craving success and want
(00:00:07):
to do things differently.
(00:00:09):
We talk all things manifesting, money, and of course, real estate.
(00:00:13):
I'm your host, Becca Marie, and just like you, I'm a real estate agent.
(00:00:17):
I went from struggling to get clients to making over six figures consistently while
(00:00:22):
working 15 hours or less each week.
(00:00:25):
And now I coach women like you on how to do the same.
(00:00:29):
Listen for real life examples and tips in every episode on how to massively
(00:00:33):
increase your income and find your freedom with ease.
(00:00:36):
You're here because you're ready to change your life, your business, and your financial status.
(00:00:41):
So let's do it.
(00:00:44):
Hello, gorgeous queens.
(00:00:45):
Welcome back to the Manifesting in Real Estate podcast.
(00:00:49):
Last week, we talked about the energy of attracting luxury listings, luxury clients.
(00:00:57):
If you have been working to raise your average sales price or if you just want to
(00:01:01):
start niching in the luxury real estate space or a specific neighborhood that has
(00:01:06):
those higher-end homes and you just want to start seeing more of those in your closings,
(00:01:13):
in your pipelines,
(00:01:15):
This is the series for you.
(00:01:16):
So go back and listen to part one where we talk about the energy because it is so, so important.
(00:01:22):
I talked about that first because I really like to put the energy part first.
(00:01:28):
If we don't have that on lock, the strategy is not going to work.
(00:01:32):
I believe in energy plus strategy in everything.
(00:01:37):
So if the energy is not right, then we can't go forward with the strategy yet.
(00:01:43):
So get your energy right.
(00:01:45):
And then let's move forward with the strategy.
(00:01:49):
In the last episode,
(00:01:50):
we talked about getting really familiar with the area that you would like to start
(00:01:55):
selling homes in.
(00:01:57):
And it's maybe even the area that you yourself see your dream life, your dream house in.
(00:02:03):
in.
(00:02:03):
So start to align with that.
(00:02:06):
Start to really get to know it.
(00:02:08):
And just being in that area, you will start to get to know the people.
(00:02:13):
You'll start to get to know all of the places.
(00:02:17):
I want you to start to feel like you really know this place,
(00:02:21):
just like you know your home and your own neighborhood.
(00:02:24):
And it is really important for this, pick a specific area.
(00:02:30):
you may be thinking i don't care what area i just want to start seeing luxury homes
(00:02:34):
and there's so many different areas i could choose from pick your favorite pick the
(00:02:39):
one that you really enjoy being around and the one that you're going to be most
(00:02:44):
interested in like i said that's why it's really important to even see yourself
(00:02:49):
living there when manifesting we know that what we focus on grows so when we start
(00:02:55):
to focus our energy on this area
(00:02:58):
This is how we're attracting those clients.
(00:03:01):
And I love seeing students do this because it will show up in that specific area.
(00:03:08):
You'll be like, okay, wait a second.
(00:03:10):
I've never had a client.
(00:03:12):
I've never had a lead or anything in this area.
(00:03:15):
And all of a sudden, when you start focusing on it, you will start to receive them.
(00:03:21):
So it's important to have clarity and you're giving the universe clarity on where
(00:03:27):
you want to start seeing your next closings.
(00:03:30):
Now here's the strategy piece.
(00:03:33):
become the expert in that area.
(00:03:36):
Even just with yourself, start getting all the knowledge that you can about that area.
(00:03:43):
Go to your MLS and put a search for that area,
(00:03:48):
for that neighborhood,
(00:03:49):
so that you know every single home that's coming on the market,
(00:03:52):
you know every single home that is going under contract,
(00:03:56):
that is selling,
(00:03:57):
how much it's selling for,
(00:03:59):
and start running
(00:04:00):
CMAs for these properties so you begin to see the patterns you begin to see how are
(00:04:07):
the other agents pricing these properties how are the buyers seeing these
(00:04:11):
properties and what did they end up selling for you do want to choose an area that
(00:04:17):
is going to be pretty large so depending on you know each market is different
(00:04:22):
Sometimes it's what we call a neighborhood.
(00:04:24):
Sometimes it's actually a whole entire city or a suburb.
(00:04:27):
So pick something that is going to have a good amount of homes that are coming on
(00:04:31):
the market because we also want to see you going to those open houses,
(00:04:37):
going to the showings if you can,
(00:04:40):
and doing open houses yourself for those properties.
(00:04:45):
Then I want you to be talking about it.
(00:04:48):
I want you to be showing up and talking about this area and how you're becoming the expert.
(00:04:54):
You don't have to say I'm the expert, but just start to show up.
(00:04:58):
Start to share the stats that you're learning.
(00:05:01):
Start to share the new homes that are coming on the market, the ones that are closing.
(00:05:06):
Start to share the videos of the properties that you're going to or the videos of
(00:05:11):
the open houses that you're going to or the ones that you're doing.
(00:05:16):
Share facts about the area.
(00:05:18):
Share the favorite parks that you love in the area,
(00:05:21):
the favorite stores,
(00:05:22):
coffee shops,
(00:05:23):
restaurants.
(00:05:24):
Start to share those things on social media as many places as you can.
(00:05:30):
i know a lot of agents think instagram facebook tick tock and they forget about
(00:05:36):
youtube i actually would like you to show up on youtube and that would be one of
(00:05:42):
the top ones that i would recommend that you show up on why because it is
(00:05:49):
searchable so when people are searching on google youtube is going to show up right
(00:05:56):
away
(00:05:57):
whatever you're putting on instagram and facebook is not really showing up
(00:06:01):
sometimes tick tock is getting better at showing up on google so that's good news
(00:06:07):
so maybe tick tock would be the next best thing although who knows with everything
(00:06:12):
that's going on with tick tock if you want to put all your eggs in that back basket
(00:06:16):
i would not recommend right now but youtube is really where
(00:06:23):
Your content, everything that you're putting on is going to have the longest life.
(00:06:28):
So it doesn't matter when you post it,
(00:06:31):
when people are searching for the area,
(00:06:34):
your stuff is going to show up.
(00:06:38):
So while all of this is great for visibility,
(00:06:40):
credibility,
(00:06:42):
you're also doing it so that you feel even more confident with being that luxury
(00:06:48):
real estate agent or being the right agent for these homes that are in this higher
(00:06:53):
price point.
(00:06:54):
Even if you have never sold a home in that area or you've never even sold a home at
(00:07:00):
that price point,
(00:07:01):
doesn't matter.
(00:07:02):
You are becoming the expert.
(00:07:04):
And the more and more that you do the teaching,
(00:07:06):
you do the work,
(00:07:07):
you continue to focus on that,
(00:07:09):
it will feel so natural when you get a lead or you get a client or a referral for
(00:07:16):
the area.
(00:07:18):
You're going to feel like, of course I can do this.
(00:07:22):
And that's the energy piece again,
(00:07:24):
because we have this resistance,
(00:07:27):
even though you think to yourself,
(00:07:29):
I would love to have so many listings in that area,
(00:07:32):
it would be amazing.
(00:07:33):
But there's actually this subconscious resistance if you don't feel aligned with it,
(00:07:38):
if you don't feel worthy of it,
(00:07:41):
like it would be scary and unknown territory.
(00:07:44):
So that's why we're familiarizing ourselves with the area, the homes, the market,
(00:07:50):
everything so that you feel so good it feels 100 natural when the leads start to
(00:07:56):
come in next on the strategy you are going to find something that you can join
(00:08:05):
something that you can go to on a regular basis where you start to get to know the
(00:08:09):
people in that area and if you can't find anything to join
(00:08:13):
you can't find any classes or workout classes or networking events or anything like that,
(00:08:18):
you are going to start it.
(00:08:20):
Start an interest-based club.
(00:08:24):
If you want it to be networking, it can be that.
(00:08:26):
If you want it to be small businesses and entrepreneurs getting together to chat,
(00:08:31):
if you want it to be a wine club or a card club or just a walking group,
(00:08:38):
something that you're going to enjoy,
(00:08:42):
that is authentic to you and you're finding more and more people that are going to
(00:08:49):
relate to you because they like those things as well in that area so you're going
(00:08:54):
to list it as that area a great way to do this is through facebook groups but if
(00:09:01):
you feel like blah facebook groups are kind of getting old school then you can also
(00:09:05):
go to eventbrite that's a really easy free way to get out
(00:09:12):
the info and invite people so there's also meetup i mean there's so many different
(00:09:17):
ways that you could do this but go on those sites too and search for the different
(00:09:22):
things that you can join and different events that you can go to and then if you
(00:09:26):
can't find any start your own and it doesn't have to be something that is all the
(00:09:31):
time it doesn't have to be every week it could be once a month you'll be getting to
(00:09:36):
know these people they'll be getting to know you
(00:09:38):
probably add you on your social media and start to see all of that content you're
(00:09:43):
going to be putting out of you being obviously the expert in that area and if you
(00:09:48):
feel like you're really authentically getting to know them you can add them to your
(00:09:53):
database and have events where you're inviting them and your other past clients
(00:09:59):
and your friends and your family when you start to have those like client
(00:10:03):
appreciation events they would be a great one to invite you can even do an event in
(00:10:09):
that area for the neighbors of that market so it could be something that's at a
(00:10:15):
local park it could be something that is at a local business but you're inviting
(00:10:20):
all of the people in that area
(00:10:22):
You would do that through the same thing like that Eventbrite is great to do that.
(00:10:27):
Also running a Facebook ad to that Eventbrite or whatever type of page that you create for it.
(00:10:34):
Having a flyer that you send out, having a flyer put up at the small businesses.
(00:10:39):
So there's a lot of ways to get the info out and invite people.
(00:10:45):
Now,
(00:10:45):
for those types of events,
(00:10:47):
sometimes they can be really big and sometimes not that many people show up to them.
(00:10:52):
But if you know that you've done the work in getting the word out,
(00:10:57):
just the fact that you've done that and people have been seeing your name,
(00:11:02):
they've been seeing that you're hosting this event.
(00:11:04):
And then if you continue to do it a couple of times a year, they're really going to get used to
(00:11:11):
seeing your name, and it's obvious that you work in the area and for those people.
(00:11:18):
So even if they have never met you or have shown up to your events or anything like that,
(00:11:23):
they can still reach out to you because they have started to get to know you and
(00:11:28):
see you as the realtor for that area.
(00:11:31):
Now, who should you be networking with?
(00:11:35):
For the higher end price point,
(00:11:38):
there's a couple of different people or professions that I would say are great ones
(00:11:43):
to network with.
(00:11:45):
One is going to be financial advisors, CPAs, accountants, interior designers,
(00:11:56):
Great one.
(00:11:57):
Definitely a great one.
(00:11:58):
Lawyers and estate planners.
(00:12:02):
For these professions,
(00:12:04):
a majority of them,
(00:12:05):
not all of them,
(00:12:06):
but a majority of their business is usually higher end clientele.
(00:12:12):
When you start to do your research of the homes in the market that are coming on
(00:12:16):
and that have been on in the past,
(00:12:19):
you'll start to see a pattern of what builders seem to be in that area.
(00:12:24):
Reach out to those builders.
(00:12:27):
especially if they are custom builders or smaller builders,
(00:12:32):
a lot of times they don't have a specific realtor or they're open to having new
(00:12:39):
realtors as well.
(00:12:40):
So reach out to them.
(00:12:41):
It does not hurt to get your name in their hands.
(00:12:46):
if you can really make a good connection with one of those builders that would be
(00:12:50):
awesome because they may have model homes that you can sit open you know that you
(00:12:55):
can show regularly and so that is an awesome contact to have especially if they
(00:13:00):
continue to work with you don't just assume because they're a builder and they have
(00:13:06):
clients and they make these beautiful homes that they have a specific realtor or
(00:13:12):
that they're not open to working with other realtors
(00:13:15):
Let them know that you would love to work with them and offer them value.
(00:13:18):
Ask how you can help.
(00:13:20):
One more we talked a little bit about in the last episode is having a brand that
(00:13:25):
you feel good about.
(00:13:27):
To align yourself with luxury clients, raise that bar for your brand as well.
(00:13:33):
Create a brand that feels more luxury.
(00:13:36):
And I think most importantly of all is always treat your clients like luxury clients.
(00:13:45):
It does not matter.
(00:13:46):
what price point they are at always treat them like a luxury client and act as if
(00:13:54):
you are that luxury realtor for them going above and beyond for your clients this
(00:14:00):
will make the biggest difference in just how you are interacting with your clients
(00:14:07):
but how your clients think about you how your clients are going to refer you and
(00:14:12):
when they're ready to move again when they're ready to sell and buy again
(00:14:16):
They are going to come back to you because they are going to remember that luxury
(00:14:21):
experience and how well you took care of them.
(00:14:25):
And right now your clients may not be millionaires.
(00:14:28):
They may not be buying the most high-end home,
(00:14:32):
but it is highly possible that they will end up doing that or that they know
(00:14:37):
somebody that will too.
(00:14:38):
And you want to get those referrals from them as well.
(00:14:42):
I always say you'll make the gold when you treat people like gold.
(00:14:48):
people will remember how they felt with you i remember my first couple of years in
(00:14:54):
real estate when i was on the team i told you a little bit about it in the last
(00:14:58):
episode about how my average sales price was like 125 i mean it was low low low i
(00:15:07):
barely ever got a client that was over 200 000 i mean 200 000 was huge to me 300
(00:15:10):
000 was major and 400 000 was massive
(00:15:17):
So for the first couple of years,
(00:15:19):
I worked with clients that were very first-time homebuyers and definitely on a budget.
(00:15:28):
And that budget being $100,000, $125,000, $150,000.
(00:15:29):
And I remember my team lead saying to me, I love how you treat people.
(00:15:40):
You don't treat the lower end price points any different than you do the higher ones.
(00:15:46):
And I just remember thinking like,
(00:15:48):
of course,
(00:15:49):
why would I treat the lower end price points any differently?
(00:15:55):
These are my clients.
(00:15:57):
They have entrusted me to take care of them and help them through this process.
(00:16:02):
And it's a big process.
(00:16:04):
It's a big deal for no matter who it is and no matter how much money they're spending.
(00:16:10):
It's still, in most cases, people's greatest expense.
(00:16:14):
Of course, I am going to treat them in the best way possible.
(00:16:19):
And that philosophy has helped me grow to where my business is, was 100% referral based.
(00:16:28):
Now my clients take care of me because I took care of them.
(00:16:32):
And a big reason that my average sales price has also risen is because a lot of
(00:16:37):
those clients did end up selling and then buying a home that was significantly
(00:16:43):
higher than their previous home.
(00:16:45):
So even if you feel like you're in first-time homebuyer land,
(00:16:49):
enjoy it,
(00:16:50):
treat your clients like gold,
(00:16:52):
and remember that they will come back to you and those referrals will come back to you.
(00:16:59):
All right,
(00:16:59):
I gave you a lot of tips and a lot of action steps to take on energy and the
(00:17:06):
strategy of attracting those luxury listings or higher end price points and clients
(00:17:12):
to
(00:17:12):
So go out, manifest, sell real estate, repeat.
(00:17:17):
Thank you so much for joining me for another episode.
(00:17:20):
Gratitude and Abundance Queens.
(00:17:23):
Thank you so much for joining me today.
(00:17:25):
If you loved this episode, hit the subscribe button and share a review.
(00:17:28):
I so appreciate every one of you.
(00:17:30):
If you're not already following me on social media,
(00:17:32):
you can find me at Commission Queen and go to commissionqueen.com to browse
(00:17:37):
products and get more free content.
