Author: Joe Lins

How To Stay On Track During The Holidays

By Joe Lins and Stephanie Goedl
December 12, 2018

Staying on track during the holidays can be a challenge for real estate agents. Agents who take the month off, who stop working, stop prospecting, find themselves in a huge slump in January and February.

Here are some tips to stay on track during the holidays to ensure a successful start in the new year.

Role Play

December is a great time to practice your scripts and role play. Brush up on your skills that need work.

Prospect and Lead Generation

Now is the time to do some aggressive lead follow up. Follow up with clients you worked with this year. Follow up with the buyers you were working with who took themselves out of the game and didn’t buy anything. Give them a call and let them know that right now there is a nice inventory to choose from. Take them out to look at some homes.

Refresh Your Listing Presentation

Update your listing presentation with new information and a new look for the new year.

Goal Setting

If you haven’t done it already, you need to sit down and set your goals for the new year. Once you’ve established your goals, then define the steps that you need to take to achieve those goals.

Your clients and SOI are probably making goals too! This the time of year people have more down time and are having conversations with family members about finding their first home or their next home. Give them a call to see how you can help them achieve that goal in the new year.

Balance

You don’t need to work 12 hour days during the holidays to start the new year off right. Have some balance in your life to enjoy this time with family and friends. Just don’t completely abandon your business through the holidays or you’ll be caught behind the 8 Ball come January 1st.

Watch this video for the full video recording of this Podcast below or listen to it at:
https://www.podbean.com/media/share/pb-sbbpn-a091a1

About the authors: Joe Lins is President, CEO and Owner of CENTURY 21 Discovery. Stephanie Goedl is Chief Operating Officer of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services or training we provide contact us at 714.626.2060 or Careers@C21Discovery.com.

 

 

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The Brand of the Future

By Joe Lins
October 27, 2017

I recently had the opportunity to chat with new Century 21 President and CEO Nick Bailey. He shared his vision of how this iconic brand is positioning itself to be the brand of the future by being innovative and relevant.

Century 21 is preparing for the next generation of real estate to come. He challenged the brand affiliates to double transactions in the next five years all while having fun.

I’m excited about the future of Century 21 and what we’re doing. Come hang out with the cool kids to see what we’re all about.

Meet Nick and check out our conversation here.


About the author: Joe Lins is President and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services or training we provide contact Joe at 714.626.2069.

Who’s YOUR Super Squad?

By Joe Lins
June 16, 2017

Real estate agents wear a lot of different hats and manage multiple things throughout each real estate transaction. They’re kind of like a Super Hero. Successful real estate agents have a team of professionals behind them that they rely on to assist with the process. For a smooth transaction to occur a lot of behind-the-scenes activity takes place. Agents must interact with and coordinate everything from the escrow company, lender, and transaction coordinator to the termite company, painter and home inspectors to name just a few. And if a transaction runs into a snag, the agent should be able to turn to their broker or manager for guidance. Many clients are unaware of all the work that takes place on their behalf.

Our CENTURY 21 Discovery agents are fortunate to have an on-site team that they can depend on. They have full access to this team without going through a gate-keeper or being left on hold or waiting for someone to return an email. We call them our #SuperSquad.  Our agents know that at every step of the transaction we’ve got their back.  Every great real estate agent needs a #SuperSquad like this. Who’s yours?

Joe Lins

 

About the author: Joe Lins is President and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services or training we provide contact Joe at 714.626.2069.

The Value of a CRM

By Joe Lins
June 1, 2017

Let’s talk about the value of a CRM (Client Relation Management System) and how you can utilize it to help you have a successful real estate career. Check out this short video from our Preparation Meets Opportunity series.

Joe Lins photo

 

About the author: Joe Lins is President and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services or training we provide contact Joe at 714.626.2069.

One of “Those Days” in Real Estate

By Joe Lins
February 6, 2017

Whether or not your team won the Super Bowl yesterday, today is one of “those days” in residential real estate.  It’s a day that historically the real estate market just “picks up” for the new year.  Inquiries become appointments, Sellers are ready, open houses have more traffic and Buyers are just more interested!

Real Estate Agent at an Open House

Other examples of these kind of eventful days are tax day [April 15], the day kids start summer vacation, the 4th of July and Memorial Day to name a few.  Hopefully, you have been diligently working and are already on your way to accomplishing your 2017 goals.  At CENTURY 21 Discovery we are focused on a positive attitude, accountability, listening to our Clients and understanding their goals, and continuing our education through Coaching and Learning Sessions.

As of today there are 32 NFL Teams whose goal is to win the Super Bowl in 2018 and only one will hold the trophy at the end of the game.  They have already begun the preparation. Are you prepared? I invite you to take a closer look at what we are all about at CENTURY 21 Discovery and how we can assist you in achieving your goals in 2017.

JoeLins

 

About the author: Joe Lins is President and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services contact Joe at 714.626.2069.

How To Stay Relevant in 2017

By Joe Lins
January 4, 2017

The real estate industry continues to evolve and to remain successful REALTORS® we need to stay relevant to our clients. Real estate agents at the top of their game have already developed their strategy for 2017. Here are some additional points agents should pay attention to in the new year:

Consumer Behaviors

Pay attention to the consumers’ behavior by understanding your clients’ needs and how you can satisfy their needs. Listen to them and then give them sound, unbiased information so they can make a decision based on what’s right for them. Doing this will allow you to achieve your goals helping others achieve theirs. Also, remember that the old adage “The consumer is always right” is still applicable today. Buyers and Sellers don’t behave any differently than we do when we buy or sell anything as an individual. Keep that in mind as you work for your clients’ best interests.

agentcustomerkitchen

New Real Estate Laws and Revised Forms

Pay attention to what’s going on within the industry. There are new laws that went into effect on January 1, 2017. Learn what those laws are and how they affect your business. As a REALTOR®, you should be reading the information provided from your local association. Your broker or management staff should also alert you to these changes. Some of the forms that we use in every transaction in California have been revised. Real estate agents need to have a clear understanding of these new forms. Again, your association or office management should be making you aware of these changes.

Local Real Estate Market

Pay attention to what’s going on in the real estate market. This seems like a no-brainer. REALTORS® need to be aware of the current market in regards to inventory, average days on market, local initiatives that can affect the market as well as interest rates. You need to have market knowledge backed up by true facts rather than just repeat what you hear from people who aren’t selling homes in the business. This knowledge of what’s truly going on in the market place backed up by data makes you invaluable to your clients.

Bottom line is we need to consistently pay attention to what’s going on in our industry. If we don’t we become irrelevant.

Joe

 

About the author: Joe Lins is President and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services contact Joe at 714.626.2069.

Best Practices for Real Estate Brokers and Agents

By Joe Lins
August 24, 2016

I had the opportunity to sit down with Laurie Popp of Century 21® to discuss best practices I use within my real estate business at CENTURY 21 Discovery. We discussed advice for brokers and managers, creating the type of office culture that allows the agents to succeed and advice to agents just starting out in the business.

Brokers and managers need to be available to their agents. We need to communicate with them how they want to be communicated with (email, text, voice mail, in person). Get back to them right away. We need to set a good example as their leader. This is what the consumer wants and the agents need to learn to have a quick response time.

I’ve been accused of being “Old School” and I think that’s a compliment. Our office culture mixes the old with the new. We take advantage of the tools and technology Century 21 has to offer and we teach our agents how to use these tools. It’s not just about who has the latest technology. We also teach them the good old-fashioned skill sets they need to have in this business: negotiating, time management, preparation, etc.

My advice to new agents is to invest in yourself. Hone your leadership skills and have passion for what you do. Most importantly, be ethical and moral. I don’t believe that real estate agents are going to go away. It’s not a common purchase. It’s not buying an airline ticket or a pair of shoes online. It’s a lengthy process and a good agent is needed to help the consumer navigate the process.

JoeLins

 

About the author: Joe Lins is President and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services contact Joe at 714.626.2069.

Celebrating Success

By Joe Lins
May 11, 2016

I LOVE celebrating the success of our agents. Every year we have an awards breakfast to recognize the achievements of our agents from the prior calendar year. All the awards are important but I have two favorites: the Quality Customer Service award and the Most Determined Producer award. Both awards embody what I consider the most important aspects of our company culture. Below are some highlights from the day.

 

 

JoeLins

 

About the author: Joe Lins is President and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services contact Joe at 714.626.2069.

Interview with C.A.R. Chief Economist Leslie Appleton-Young

By Joe Lins
February 15, 2016

I had the opportunity to interview California Association of REALTORS® Chief Economist Leslie Appleton-Young after her presentation at the Pacific West Association of REALTORS® February general membership meeting. I asked her three questions about the real estate industry and specifically Orange County real estate.

Those three questions were:

1) What is the biggest disruption facing the real estate industry?

2) How healthy is the Orange County real estate market?

3) What is the biggest opportunity for the consumer in Orange County?

She’s a smart woman and I value her insight. Watch this short video for her responses.

 

Joe Lins photo

 

About the author: Joe Lins is President and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services contact Joe at 714.626.2069.

The Disruptor

By Joe Lins
January 13, 2016

A hot topic of discussion in real estate circles is what will be the next big disruptor in the industry. Will it be some new technology we can’t even imagine yet or a new company we’ve never heard of before?

I believe the disruptor needs to come from within the industry. The disruptor should be something that the industry has failed to do. It needs to be the self-regulation of ourselves to create higher standards that will make us relevant to the client.

What I mean by that is the industry needs to step it up. We all know the licensing requirements to become an agent are minimal and don’t provide the additional skills sets needed to do the best job for the client.

This topic came to the forefront of the conversation when the National Association of REALTORS® (NAR) released the D.A.N.G.E.R. Report back in May 2015. One of my earlier blog posts discussed this topic and how the #1 threat to real estate professionals comes from within the industry.

As REALTORS®, we have to do a better job of taking care of problems within the industry. That means REALTOR® association grievance committees and pro-standards committees have to do a better job. It also means individual REALTORS® have to do a much better job of reporting violations and not letting the violators get by. If we don’t do this then they will continue to be violators and they won’t be motivated to get any better. Not good for the industry and not good for the client. If we don’t do this, we run the risk of the government stepping in and attempting to regulate us. Check out the interview with PWR Director Al Ricci and real estate blogger and analyst Rob Hahn on this topic.

My goal is that CENTURY 21 Discovery will be the big disruptor in the industry in Orange County by providing the additional training and coaching agents need to succeed in this competitive industry. I’m not talking about the latest technology or tool. Everyone should have that by now. I’m talking about the skill sets needed to work in the client’s best interest.  What does that mean? It means communication and negotiating skills, knowledge of industry requirements and most important, adherence to the REALTOR® Code of Ethics.

Only then will professional REALTORS® have the knowledge, skills, morals and ethics needed to give the customer the right information they need to make the decisions that are right for them. The disruption needs to come from within.

Joe Lins photo

 

About the author: Joe Lins is President and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team contact Joe at 714.626.2069.