COVID-19, Level 4 Update
How to Survive and Thrive as a Real Estate Salesperson during COVID-19
What does the global pandemic mean for you as a Real Estate Salesperson in New Zealand?
You’re probably feeling a little lost and unsure how to continue in this dramatically changed environment. The good news is, it’s business as usual, in an unusual way. We are at Alert Level 4 right now, and this will inevitably drop but it won’t be the same as before the lockdown for quite some time; you need to be prepared to continue to operate in new ways. Our country needs your help to flatten the curve by changing the way we do business, and adapting quickly will help you get ahead of it. Here my thoughts on what to do and say to survive and thrive in the new environment.
Alert Level 4 Advice
Make a plan - It’s easy to feel lost. Having clarity of purpose, strategy, process and action will help you make progress.
Sowing seeds in season - this is the perfect time to build and nurture your pipeline.
Move away from salesmanship and towards relationships. Think about how you can help practically and listen carefully for what the person actually wants or needs.
You can’t catch covid-19 on the phone!
For ‘cold-calls’ start with a service to the community, - ‘During Alert Level 4 we are calling ‘West End’ residents to make sure they are ok and to check if there is anything you need help with?’ To add to your client base say “Would you like to know how this affects the real estate market in your area?” and complete their contact information.
For ‘warm-calls’ to your past clients, customers and pipeline - Ask, ‘How has your work been affected?’. This is a stressful, uncertain time for many people and genuinely showing interest and empathy builds trust. Remember, you might be the first person to talk with them today.
Forget timeframes, think situations - This is key even in a ‘normal environment’ as it helps you to understand what is motivating movement in our clients and allows a productive conversation to take place as opposed to a “I’m just calling to check in.” follow up call that can feel annoying. In a restricted and uncertain environment, it’s even more important. Understanding the client builds trust and helps you to solve their problems even when we don’t know how long restrictions will be in place.
Progress potential clients and customers by presenting what if outcomes. For example, “If I had the perfect buyer for your place should I mention it or sell them something else?” Then pivot to what are the next steps for you? And in tandem with buyers, “If I had the perfect property for you off-market, would you want to know about it or should I sell it to someone else” Then pivot to, “What would be the next steps for you?”.
Identify and line up movers - Buyers and sellers. The two key components of a transaction. If you have permission and authority to act and they have the desire and ability to act then you can put deals together.
Solve complex problems with vendor and purchaser conditions and warranties. - Things like settlement, specialist inspections, escape clauses.
Utilise e-signature tools - Docusign, eforms and flexisign are great products to get authorities and agreements signed.
Make appointments to meet on Zoom or Google Hangouts - They are easy to use and offer the ability to share on screen documents and presentations enabling you to deliver and discuss just like you would in person. Listing presentations, appraisals, listing authorities, AML - CDD, Sale & Purchase agreements are all easier when discussed on screen.
Don’t give up. It’s easy to feel like you aren’t making progress when you’re in a storm. Those who keep moving will be ahead of the curve on the other side of this.
Interviews and Insight
I'm sharing what some of the industries best and brightest have to say about business, innovation and their perspective on what to do in this changing market.
Teresa Weiss - Barfoot and Thompson
Teresa first achieved recognition as a top salesperson in Auckland's Eastern Bays, she went on to coach and mentor many others and then, she did it again! Tune in as I unpack her secrets and learn about the tried and true recipe of success she has applied to great effect.
Tim Obern - Apollo Auctions NZ
I'm live talking to Tim Obern - Director of Apollo Auctions NZ. Tim pioneered virtual auctions in NZ during the Alert Level 4 lockdown and has a wealth of insights from many aspects of Real Estate.
Bindi Norwell - reinz
Is working remotely unsettling you? Earlier this week, I had a conversation with CEO of The Real Estate Institute of New Zealand, Bindi Norwell to discuss how smart agents are innovating during the Covid-19 lockdown.
Blandon Leung - Mortgage HQ
I'm live with Blandon Leung director and broker at Mortgage HQ to discuss how the situation in New Zealand is unfolding and what opportunities and challenges to look out for.
Decision Latency, Finding Leads and Managing your Energy
This morning I'm live with Craig Simpson - Serial Entrepreneur and Innovator. I love the way he thinks and his way of explaining analytical thinking and creativity will help you to make better decisions. Can't wait to hear his perspective on the current business environment.
Jilnaught Wong - Professor of Accounting,Auckland University
Jilnaught is an amazing communicator and subject matter expert. Find out what effect legislative and environmental changes are going to have on business books.
I’m still here to help (from home)!
- Join me live on Facebook throughout Alert Level 4 to connect with some of the nations industry-leading specialists as we discuss operating in Real Estate throughout Covid-19.
- Sign up for my weekly online coaching session - interactive and tailored to the New Zealand market. In the coming weeks I’ll be helping you make a game plan to operate in Alert Level 3 and turn this ‘downtime’ into a goldmine.
- If you need more bespoke assistance, I am offering 1-1 coaching on an adhoc basis and team training through Zoom.