Dear Fellow Ylopo’ers,
Rest assured that we’re working tirelessly to help you, our clients, weather the storm and emerge positioned for ultimate success when this current health crisis passes. On our part, we have and will continue to put on valuable webinars for our entire community, we are producing and releasing Covid-19 crisis-related DyVA videos, and we are working on some new and exciting virtual tools for you to use and share with your clients. Make sure to stay tuned via our Facebook Ylopo Success Community and Ylopo emails to watch for our imminent announcements and release of the new free Ylopo tools.
On your end, now is the time to dig in and do the hard work! I was recently inspired by the Twitter message from the Canadian Olympic team, “Postpone Today, Conquer Tomorrow!” So, I took the liberty of modifying this powerful battlecry for our own community to “Cultivate Today, Conquer Tomorrow.”
“Today” you should just focus on “Cultivating” your relationships with your future buyers and sellers. Show them that you’re just reaching out to see how they’re doing, develop your relationship with them, and at some point, if the convo feels good, you might ask them what they’d like to do once this crisis is behind them. Since these are people who have been looking at homes online, it’s not a totally inappropriate question. For example, “I know that you were looking at homes on my site “www.xyz.com” but I also know that the world has changed and that you’ve got more important issues to be concerned about, but when this crisis is over, would you then consider buying or selling or do you think you will want to stay put? What would be your ideal scenario when things get better? Where would you want to live? What are your concerns?” By doing this, by asking questions, by showing that you care and that you’re not pushing them to do anything right now, you will be positioning yourself for massive success when things get back to normal. “Cultivate Today, Conquer Tomorrow”!
To repeat myself, please put people first, profits later! This is the time to show that you care, NOT that you’re trying to get them to transact right away. If they need to do something right away, they will tell you, you don’t need to ask.
Above all, to execute on your “Cultivate and Conquest” plan, you need to take action RIGHT NOW! You are home, clients are home...so CONNECT! Call, email, and text your Ylopo Priority leads and home search last log-ins every single day. Make it fun by keeping a scorecard every day of how many positive “cultivating” conversations you’ve had with your leads. How many relationships can you build every day? Can you beat yesterday’s number today? How many of these leads could become potential clients someday in the future when the crisis ends?
Remember that over the past couple of decades, there are always between 400k and 500k new and existing home sales every single month. If these numbers come down 30-50% over the next few months, there will be enormous pent up demand to transact when the crisis is over. Potentially 1M+ transactions that will then be ready to shake loose! By cultivating as many relationships as possible now, YOU will be the ones taking big market share, not your competitors who don’t have the tools that you have and who were silent during this period.
I hope this message was helpful and please stay healthy and safe!
-- Howard Tager, CEO Ylopo