Midvale Utah Real Estate Careers with Kathy Moore

If you’re a new agent, we have good news. Our IGNITE agent training program is coming up soon.Subscribe to my real estate coaching videosSchedule a time for a private consultationOne of the best training programs we have here at Keller Williams is called IGNITE. It's a program for agents in the zero to 16 transaction range. Whether you’re a brand-new agent or just starting to get a handle on things, this course covers all the ABC’s of how to be successful in real estate. If you want to learn how to grow your database, communicate with clients, where to find listings, where to find buyers, how to bulletproof your transactions, and how to negotiate, this course is for you.“We teach this course multiple times throughout the year.”If you’ve been in real estate for a little while and have a few transactions under your belt already, congratulations on that. This course will teach you how to get your business to the next level. There are 12 different sessions in this course, but you will graduate in just three weeks. The classes are on Monday, Wednesday, Thursday, and Friday. We teach it multiple times throughout the year so if you can’t make it to this upcoming session, we would love to see you at a future session. If you would like some more information about IGNITE, don’t hesitate to give me a call or send me an email. I look forward to hearing from you soon.

When you begin your career in real estate, you won't have much money, so you want to stay prospecting-based. How do you move onto the next step, though?Subscribe to my real estate coaching videosSchedule a time for a private consultationLet's talk prospecting and marketing. If you've been in the business for less than a year, you want to stay prospecting-based. You want to do lead generating activities that will be lighter on your pocketbook—in other words, you don’t want to have to spend any money at all. For example, pick up the phone and call FSBOs and expireds. You can hold open houses or reach out to other agents in your market center and offer to hold an open house for them on the weekends. You should also look into door-knocking, which also doesn't cost a lot of money. As you get into business and start closing some deals, I still want you to stay prospecting-based, but also start some marketing-enhanced items. I want to teach you how to lead with revenue—if you don't have any money, don't spend it. As you close more deals, you'll have an opportunity to inject some marketing.“As you start to close some deals, you can start a marketing budget.”With marketing, I want you to stick to a budget. Set a budget and commit to it! Then, you'll be prospecting-based and marketing enhanced. As your business grows, your opportunity to spend more money on marketing grows. Then you can adjust your budget, and remember, stick to it! As your career progresses, you might look into leveraging your prospecting. For example, you could hire an ISA. At the end of the day, lead with revenue, and at the beginning of your career, be prospecting-based. If you have any questions, don't hesitate to give me a call. I look forward to helping you with your career!

Utilizing the 33 Touch Program will provide you with great business and also let you have some fun in your work. Today I want to show you how.Subscribe to my real estate coaching videosSchedule a time for a private consultationToday, I want to talk about the 33 Touch Program. In this program, the idea is to reach out to your clients about every 17 days; however, there is some new information coming down the pipeline that’s saying maybe a 36 touch program would be more appropriate. With that in mind, I’d like to show you that this process is not only simple, but can be a lot of fun, too. On the 33 Touch Program, list out three touches inside of each month on the calendar. There are a certain number of things that will repeat themselves throughout the year. For example, inside of this program, there will be a quarterly phone call. You’ll want to reach out to your clients for a mixture of things and do stuff like invite them to events, wish them a happy birthday, or discuss their property taxes with them. You’ll also include market reports, and those will also go out quarterly as well. We provide those for our agents here in our market center and we also hold a meeting on them so they know how to talk to their clients about the market report itself. Another touch you might consider is a client event or two spread throughout the year.“How the 33 Touch Program helps you”Also, keep in mind that you will have a 12:2 ratio for the people that are inside your sphere of influence (SOI). The 12:2 ratio breaks down like this: for every 12 people you have, you can expect two pieces of business. Of those two pieces of business, one will be a direct piece of business and the other will be a referral. Your SOI is your gold mine, so don’t put off cultivating it for next month or next year. You should have a little bit of downtime around this time of year, so take advantage of that by designing your program exactly the way you want it to be. I really think you’ll see some great business come out of it If you have any questions about this program, please feel free to reach out to me. I wish you well, I wish you luck, and I’d be happy to help you with anything you need!

Making a sound business plan depends on setting goals for yourself that are both reasonable and challenging.Subscribe to my real estate coaching videosSchedule a time for a private consultationAs we near the end of 2016, we’re all focused on our numbers, our transactions, and all the other variables that go into business planning. With that in mind, we just hosted a business planning clinic in which our regional director, Matt Green, brought up some really great points that we want to share with you today.We at Keller Williams have four models that we concentrate on: the economic model, the lead generation model, the budget model, and the organizational model. All four of these models play into our business planning, and there are certain numbers that we really want to pay attention to when it comes to this. For your business planning model, I want to ask you two questions:First, can you accomplish the goals that you have in one year? Or do they represent something that should be laid out in a three-year or five-year plan? I believe that you should have all three timelines set into place in case something unexpected happens and you have to recalibrate your plan. Second, are your goals big enough? At the business planning clinic, I had an interesting conversation with one of my agents about this. When they told me their goal, I calculated the logistics of that goal in my mind and then wrote it down on paper to make sure my calculation was correct. I then went to that agent and told them, “No, try again.”“You can always do more.”Based on your business’ past history, you can always do more. Ask yourself if your goals are something you can accomplish in a year or if you’re going easy on yourself. You want to have a little bit of a bullet inside of your business, so to speak, but not to the point where you won’t be able to accomplish those numbers. In other words, if you did 30 transactions and made $150,000 in 2016, don’t make a goal of doing 300 transactions and making $1 million in 2017. That’s unrealistic. Keep that in mind when doing your business planning. If you have any questions or you want me to help you walk through a business plan, please don’t hesitate to give me a call. I’d love to help you!

The Four Conversations is a career growth initiative designed to help you grow your business and achieve your goals.Subscribe to my real estate coaching videosSchedule a time for a private consultationToday I wanted to talk about ‘The Four Conversations.’ If you’re a part of Keller Williams, you know what I’m talking about because this is our career growth initiative we’ve launched to help us stay strategically focused on our business. If you’re not with Keller Williams, allow me to explain:As you can see in the video above, our four conversations are laid out in a diagram where each conversation has its own box. The first conversation involves listing appointments. The second conversation involves listings taken. The third conversation involves closings, listings, and buyers. The fourth conversation involves profit. Between conversations two and three is a line representing your wall of value for your clients.These are the conversations that we will have with your accountability partners and coaches so that we can stay focused on exactly how we’re doing every week and month in the coming year. These also help us with how we set our goals so that we can accomplish what we set out to accomplish inside of our business.“We’ve launched this career growth initiative to strategically focus on our business.”Each box represents an opportunity for your business. By examining the results, you will know whether you are on target, you’re ahead of target, or you’re behind target. If you’re behind target, you have an opportunity to visit each box and make adjustments to ultimately achieve your goals. This is going to tell the story of your business and give you the opportunity to check in with yourself so that you’ll know how many families you want to help every year. Have these conversations, stay in tune with your business, and be successful. If you have any questions, please feel free to call or email me. I look forward to hearing from you!

The wait is over, and we're excited to announce that Marcus Green is the new market center owner. We're excited to have him on board and to share his energy.Click Here to Send a Private EmailBook a FREE Business Strategy SessionAt Keller Williams, we call him the OP - which stands for Operating Principal. We're really excited to be in business with Marcus because he brings such great energy to our office. He's going to be all about you guys, both personally and in business. "Wow!" is the only way I can describe how I feel!Marcus is excited to be part of our leadership and is already really excited about the people he's had a chance to meet so far. He really loves the leadership team's commitment to the agents.“We're so excited to grow togetherwith Marcus Green ”"It's going to be exciting to be a part of that," he said.For the next several weeks, we'll be reaching out to agents individually in hopes of getting tied in with your personal vision and your big "why." We want to find out how we can help you achieve your personal goals and really get to that next level.We can't wait for you to meet Marcus. We're excited about the future!

To handle a potential shift the right way, it's so important to be aware of your numbers on a regular basis so you can decide exactly what actions to take.Subscribe to my real estate coaching videosSchedule a time for a private consultationKeller Williams has already come out and said that in parts of the nation, the shift has already started. This can cause some agents to quake in their boots. The first tactic of Shift is "get real, get right, mindset, and action." Those are really wise words, because we always want to know our numbers. Luckily Keller Williams has rolled out a new system called the CGI (Career Growth Initiative) where agents can log their goals and numbers and get a scorecard. It will show you your results day by day, week by week, or month by month.“Top producing agents always know and use their numbers.”The top producing agents in the industry always know their numbers! They use these numbers to know if they are on track with their business, and they work backwards from their goals. The proof is always in the numbers.According to Shift, there were some Keller Williams agents who said they make a goal board and look at it every day, and keep their goals posted in many places so they constantly see them and stay focused on them.Keep reminding yourself that you want to be a successful agent, and that you must look at those numbers. You must know them and interpret them appropriately and correctly.If you'd like a copy of Shift or you'd like to have a consultation with me to see the CGI program at a deeper level, give me a call or send me an email. I'd love to speak with you!

Did you make what you thought you would this year? By now, the majority of you have received your 1099 forms. It’s important to know and understand the numbers.Questions about Your Real Estate Career?Click Here to Send a Private EmailBook a FREE Business Strategy SessionDid you make what you thought you would this year? By now, the majority of you have received your 1099 forms. It’s important to know and understand the numbers.Let’s use the example of a 10 million dollar producer. That means your production volume is $10,000,000. At the average 3% commission rate, you’d earn $300,000 in Gross Commission Income (GCI). However, if you’re affiliated with Keller Williams, you’d pay out a cap of $18,000. On your 1099, you’d see $282,000 going directly to you.Let’s say you worked for a different brokerage with an 80/20 split. At the end of the year, you earned the same commission of $300,000, but paid a $60,000 in brokerage fee without a cap. Your 1099 would then indicate $240,000 as your income. This number would cause me to ask myself if I paid too much in business expenses.However, one thing you can’t put a price tag on is office culture! Culture is the way you live your life. An office culture describes how you conduct life with your colleagues. That’s priceless. At Keller Williams, we foster a strong sense of office culture. We embrace integrity and success.I’d love to talk to you more about our culture. Reach out to me by phone! I’d be happy to chat.

I have three ways to outlast, outwit, and outplay your competition. If you follow these exercises, you will have a good head start on them.Click Here to Send a Private EmailBook a FREE Business Strategy SessionOutwit: I challenge you to study for at least 30 minutes to one hour per day. When you know your market numbers, you have a strategic advantage against someone else. Know the number of homes on the market, the number of pending listings, the average days on market, months of inventory, and more. Knowing your market well is important, but many agents fail to fully familiarize themselves with their locales.Outplay: Spend thirty minutes to an hour practicing your scripts every day. Know what to say, when to say it, and how to say it. No matter what the other person says, you should have a calculated response for them. Outlast: Find and attract buyers and sellers, and then lead-generate for at least three hours per day. We expect the market to shift in 12 to 18 months, so you need to start generating leads for the future. The market can’t stay hot forever, and this is one way to outlast your competition through tougher times in the market.If you have any questions or concerns, please don’t hesitate to contact me!

We have less than one month of inventory for homes priced between $100,000-$300,000. Because of this, you’re going to have to act efficiently and quickly.You will need to go into every transaction with a strategy for winning.Click Here to Send a Private EmailBook a FREE Business Strategy SessionIf one of your clients wants a home in a particular area, I would find all of the listing agents that have sold homes in the area in the last few weeks. Contact them and congratulate them on the sale, but also inform them that you have a buyer looking for a home in the area. Tell them that you have the opportunity for a very smooth and quick transaction. It is also important to set the correct expectations with your buyers as you head into the transaction. Make sure they’re ready to enter an extremely competitive, aggressive, and fast-paced market. Don’t tell them that it’s going to be a cakewalk, because it likely won’t be. Tell them that when they find a home, they need to pull the trigger and take action immediately.Lastly, despite the overwhelming competition right now, you need to go out into the market as a consummate professional. Always look for the win-win situation, and be friendly and warm to work with. This will help nurture future relationships and future business. Don’t be cranky, because the next time you call that person, they may not want to answer the phone. The relationships that you form make or break your business. If you want any other advice on how to navigate the Utah real estate market, please don’t hesitate to contact me!

Today we’re going to talk about opportunity as a mindset. It should always be part of your mindset, but today will serve as a reminder.Click Here to Send a Private EmailBook a FREE Business Strategy SessionI know the market can provide a fair share of adversity - especially when you’re representing buyers - but you always have to have confidence in yourself. We provide our clients with a Salt Lake County market report. It helps us track market shifts, and we have detected one. Pending listings have surpassed active listings.Gary Keller talks about this in Shift. His book provides twelve different tactics for agents when the market shifts. Contact us for a copy of the book. What he says when the market shifts is that you have to rely on your firm foundation and not get too creative. Lots of people try to get too creative and this can put you in trouble. I’ve seen my agents getting stressed in this market. They’re working 3-4 times as hard to get the same listings that they were getting months ago. No matter how stressful things get in a transaction, you have to make the clients feel as if you’re in control. But this doesn’t mean you have to lie about market conditions. You should let people know what they’re up against and set the correct expectations. If you have a moment, I would love to continue this conversation with you!

Shift Tactic Number Two is all about expense management. Shift Tactic Number Two is all about expense management. Ultimately, how do you protect your margins when business slumps?Click Here to Send a Private EmailBook a FREE Business Strategy SessionYou may need to shift your focus on expense management to do this more effectively. Think about who will be affected during a market shift, and whether or not you can thrive in a down market. In the short-term, you will feel the pain, but if you cut and track your expenses you will stand a much greater chance. “Prepare for the marketdownturn before it ever happens. ”The important thing is to plan for a market shift right now. There are four strategies to keep in mind to prepare:Measure your market.Size your business.Cut your fat.Make the most of what you have.If you’re interested in learning more, please contact me and we can set up a time to speak and I’ll also give you your free copy of Shift Tactic Number two.I look forward to continuing this conversation!

If you don’t act as if you’re in the market that’s coming, you’re behind.Let’s talk about summer - a really interesting time for an agent in Utah. It’s go time, but it’s also time to take a vacation and spend time with our families. It’s a quandary, and additionally, the market is moving so quickly. A lot of our agents are doing well because of this, and this can cause some agents to want to sit the summer out. I implore you - don’t!Click Here to Send a Private EmailBook a FREE Business Strategy SessionLook at your summer and set some goals for yourself. Take a look at the calendar from June to August, and decide which days you’ll work, and which days you won’t work. Don’t be afraid to take those 3-day weekends. When you look at taking time off for vacation, we want you to front load your work. If you’re taking a 3-day weekend, front load that week, and find a partner that can cover you. When it comes time to return the favor, then be available to help your partner when they need some time off. It’s important to find someone who does business just like you.“Look at your summer andset some goals for yourself. ” The first thing to do, is to set your goals all the way through September 1st. Then, find a great partner. Finally, determine what will be your incentives and what will be your consequences - and who will hold you accountable. Only you can answer that. Also remember, you have to do your lead generation and feed your funnel.I hope you think about those things this summer. If you’d like to have a more in-depth conversation about this, please feel free to give me a call.

How well do you know your clients? When you gather their information, do you consider yourself ready once you know their price point, name, and phone number?Click Here to Send a Private EmailBook a FREE Business Strategy SessionThe first thing you want to do for a new client is invite them into the office for a consultation. You will have a form for their name and number, and then you will create a profile for them. They will appreciate all the detail you are going into because it means you care and you are doing your job correctly and well. You should also ask about their motivation. This is the one thing you can never create. You have to dig through the layers to really get into their motivation. For example, let’s say a client comes in and they say they have time to buy a home. You ask them when they need to be in their new property, and they say, “Oh, in about a month.” There is a disconnect here - they think they have plenty of time and you know you’re in a huge rush. Keep in mind that most buyers don’t understand what goes into finding them a home. Motivation is a huge key to helping them navigate the home search. You have to know their big why.It's crucial to understand your client’s motivation. Next, you can ask about what kind of house they want. This will be one of the things you do best because, after all, it’s what you do for a living. However, don’t skirt the details; you really need to know what they want. If they say they want an open kitchen and a big backyard but you notice that they aren’t really looking at the yards at all or their idea of an open kitchen is different than yours, you need to adjust the home search accordingly.Finally, you have to ask about their financial information. This can be tricky because people are standoffish when it comes to talking about money. Before you look at homes, though, you need to know if they’ve been pre-approved. Don’t just ask flat-out if they’re pre-approved already; say something along the lines of, “Have you checked into your loan options yet?” You can judge how ready the client is based on their response. If they are prepared and have the pre-approval paperwork with them already, great. If not, that’s okay. Recommend two or three of your preferred lenders to them and advise the client to interview the lenders. That way, they have a choice in who they work with and you know they are working with a good lender and the pre-approval will be strong. Knowing your clients well is key to helping them through the home buying process. They will appreciate the time and energy you put into gathering these details up front. Remember, the work you do up front will save them stress in the end. If you have any questions, give me a call or send me an email. I would be happy to help you!

Questions about Your Real Estate Career?Click Here to Send a Private EmailBook a FREE Business Strategy SessionYou’re in for a special treat today! We have the privilege of being joined by James Stewart, one of the mega agents in our office, to talk about one of the turning points of his real estate career, and that’s when he decided to take advantage of the Keller Williams BOLD program. James had been in real estate for 25+ years, but didn’t take advantage of KW BOLD until year 23. BOLD stands for Business Objective Life by Design and is a program that is designed to help agents launch, shift, re-ignite, and do so much more for their career. James originally took BOLD to jump start his business. In BOLD, there are a series of eight courses that hone in on eight essential areas of real estate. He describes it as “An overwhelming wealth of knowledge” that caused him to have a mindset shift, and take the BOLD message to heart. We wanted to tell you about this story because BOLD is coming back this October. The first step is in mid-October and it’s free. The best part is you can be a part of BOLD even if you are not a Keller Williams agent. Plan on attending and look for James when you’re there.If you’re a newer agent, listen to this. James was working with a brand new agent the last time he took BOLD. After taking the courses, he ended up closing 50 deals in his first two years.The first step of BOLD starts on Monday, October 12th, if you are interested in signing up please contact me directly. Also, if you have any questions for us, feel free to give us a call or send us an email. We look forward to hearing from you!

Questions about Your Real Estate Career?Click Here to Send a Private EmailBook a FREE Business Strategy SessionToday we have Matt Green with us, who is the regional director for Keller Williams in the region of Utah. Matt was here today and he helped us go over our quarterly stat report.We like to do this with our agents because we want them to be local economists for our clients. People who provide greater value make greater money, and knowing about the local economy adds value to our jobs. The ability to consult our clients is critical in demonstrating that we have the prowess and that we are worth the money. This also provides a different level of trust among our customers.Matt has been selling real estate for eighteen years, and he has created different interpretations of MLS data that tell better stories of what is actually occurring within the market. This allowed him to become the go-to guy in the real estate market that could demonstrate that he actually understands what is happening in the market.Updating the stat sheet every quarter is a tremendous amount of work for Matt, but it is extremely valuable to his customers and his coworkers. Because Keller Williams has an open-book policy, Matt has graciously shared his quarterly reports with other agents in the KW family. Although he may be aiding his competitors, he believes that it gets people to talk about the market in a whole different perspective.If you have any further questions about this, or if you would like assistance of any kind, please don't hesitate to contact me. I would be happy to speak with you!

Questions about Your Real Estate Career?Click Here to Send a Private EmailBook a FREE Business Strategy SessionToday, Marcus Green, president of Green Property Management and a Keller Williams expansion partner, joins me to discuss the Keller Williams expansion model.Essentially, the expansion model allows you to take the systems you already have in place and leverage a piece of that business model into another market.Marcus's business hub originated in Tempe, Arizona. He then expanded into Salt Lake City. The first step in expanding your business is making sure that your systems and models are strong enough to support more business. Then, find a market center that will work with those systems.Marcus was in business for three years before he started looking at expanding, but again, you need to make sure your systems are solid. That way, you can have two businesses in separate markets working for a common goal.The market you expand in is very important, but you also need to make sure that you have the right talent to run your systems in the new market.If you have any questions about today's video, you can contact Marcus Green by calling 480-420-6468 or emailing him at marcus@greengroup.biz. As always, if you have any questions, give me a call or send me an email. We'd be happy to help you.

Questions about Your Real Estate Career?Click Here to Send a Private EmailBook a FREE Business Strategy SessionToday I'm here with Jordy Clark. He is President and CEO of the Benchmark Group. Jordy got his real estate license one year ago, and he started the Benchmark Group about one month ago.After getting his license, Jordy joined a team right away, and that was because of the training and the mentorship. After working with the team for some time, Jordy saw that it was definitely possible to build his own team.Jordy realized that he could be someone else's mentor and build a business instead of just selling houses. Jordy used the KW system to build his team, and he utilized their training programs to build his team to where it is now. He also utilized a lot of Gary Keller's books and programs to get to where he is today.BOLD was a program that Jordy used, and it stands for Business Objective Life by Design. It's a seven-week program that teaches young agents the lessons that older, top-producing agents have found out about. There are some BOLD laws that are taught, and one that Jordy took away was that your business can only grow as far as you do.In one year, Jordy would like to do 80 transactions. That would be about $20 million in sales at his average price point. In five years, Jordy would like to triple production and do 240 transactions.Hopefully this has been informative for you. Please don't hesitate to contact me with any questions that you may have!

Questions about Your Real Estate Career?Click Here to Send a Private EmailBook a FREE Business Strategy SessionToday, I have the privilege of interviewing Whit and Monica McQueen, two former superstar agents with Keller Williams. We will discuss how joining Keller Williams helped them retire earlier than they planned!When Monica and Whit were first recruited by Keller Williams, the team leader at the time asked about their lead generation. At the time, they were making $250,000 a year by word of mouth, only to discover that they left at least $200,000 on the table by not generating leads. After attending Family Reunion, Monica and Whit joined Keller Williams!The biggest thing KW offers agents is a roadmap for your business. Monica and Whit were able to use our systems to grow their business. Using this roadmap, they were able to shave years off their retirement goal, and retired in April 2015.Additionally, when the market turned down, Whit and Monica focused their business on the foreclosure market. They worked with a lot of flippers, and learned how to flip homes themselves. As time went on, they came up with a two-exit strategy: flip the home and sell it for more money, or rent the home and earn a profit.They invested in many properties themselves and became KW Maps coaches to help other agents learn to do the same! By following the Keller Williams strategy, Monica and Whit were able to exceed their goals, retire early, and sell their business.If you have any questions, please give us a call or send us an email. We look forward to hearing from you!

Questions about Your Real Estate Career?Click Here to Send a Private EmailBook a FREE Business Strategy SessionToday, we're going to talk about the 33 Touch Program, a systematic way to stay in touch with your database throughout the year. This program helps you stay top of mind for your clients.Why is staying in touch so important? Let's say you look at a picture of a shoe, or a chocolate bar, or even a soda. You probably think of a brand right away: Adidas or Nike, Hershey's or Snickers, Pepsi or Coke. These companies have spent millions of dollars on branding to make it stick with you. Essentially, if someone sees a house for sale, you want to be the first real estate agent they think of.The 33 Touch Program is a great way to build your brand and stay in touch with your clientele. The Millionaire Real Estate Agent outlines the 33 touch program in detail. On page 148, Gary Keller explains:As with the 8 by 8 Program, the foundational idea here is that you will make 33 systematic contacts or brief touches over the course of the full year. Please be aware that 24 might do it, but then again it might not. Twelve touches a year certainly isn't enough to guarantee that you are number one or number two in the spot of their mind when they think of real estate. Research has backed up our experience where frequency is concerned.Keller recommends asking yourself: If you aren't doing this, then what researched and historically proven lead generation strategy are you following?The 33 Touch Program is a Keller Williams phenomenon that helps you stay front of mind for your database. We hope you follow the system. If you have any questions, give us a call or send us an email. We look forward to hearing from you!