The Power of Real Estate Reviews

At some point, you probably go to your doctor for an annual physical. Maybe you talk to your tax preparer once a year to walk through kind of how things are working. You talk to your financial advisor once a year to see where you are in your investments and on track for retirement and things like that. So, my biggest question for you today is why don't we do that with our clients if we're helping them manage their largest investment. Hey, my name is Chance Brown. I'm the broker owner of CB&A Realtors and I make video content like this because I'm passionate about helping Realtors build great businesses. And part of that is telling you about real estate reviews. Real estate reviews are part of the ninja selling system. And as a ninja brokerage here at CB&A, we teach this because we have found that there is really not a better source for referrals than doing real estate reviews. They are referral engines. So what is a real estate review? Well, just like you go to the doctor once a year or your accountant once a year or your financial planner once a year, it's your opportunity to reach out to the people that are in your sphere of influence, your database, your client base, and say, "Hey, once a year, I like to come to my clients and just give them kind of a big picture on what's going on with their largest financial investment. This is not a CMA. This is just a overview of what's happening in the world of real estate around them. So, this could be a look at what trends are in their neighborhood or in their school district or in part of their section of the neighborhood or whatever that looks like depending on the size of the neighborhood and everything else, but it's not a particular CMA because if they want that, we want them to ask for it because that gives us an indication that maybe they're actually thinking of buying or selling. Maybe we can help them refinance or whatever that looks like. So, when we go to create a real estate review, it shouldn't take more than about five minutes. It should be very, very simple. The key to success in real estate reviews is what you say when you call to set them up. So, you want to do real estate reviews in person. This is the key to success. If you can't do them in person, you mail them a hard copy and follow it up with a phone call, but never send it electronically. We want a hard copy in front of people so they can have it sitting on their counter, their neighbor comes over, sees it, and says, "Oh, this is really cool."

Or whatever it is, and it kind of lingers, right? The hard copy is key. Also, the script we use when we call them, introduce the idea of real estate review. So, hey, every year I like to give a recap of what's going on around you with real estate to all of my clients. I just finished yours. I'll be in your neighborhood next Tuesday. Would it be okay if I stop by around 6:00? Won't take more than about 15 minutes. So, number one, I just finished yours. That's the key because now that you've already done it, they kind of feel obligated to say, "Yeah, come by." you've already gone in, put the work in for them. If you would say, "Hey, I'm just about to start yours." They'll be like, "No, don't bother. I don't want to put you out." We don't want that. I just finished yours. I'm going to be in your neighborhood next week on Tuesday. Can I stop by around 6:00? Oh, well, we have practice and won't be back till 7:00.

Well, I've got a couple of other of these to do before y'all. Cool. If I stop by around 7:15, like I said, I'll be in and out in 15 minutes. Great. You've set your appointment. So, let's talk about what happens. Now, this is not designed to be a big This is not a listing appointment. It's not anything else. It is a catchup in person. kiss babies, shake hands, all of that stuff. You will likely, if you're there 15 minutes, which you'll be there longer, but if you're there for 15 minutes, you will likely not talk about real estate until the last two or three minutes. It'll likely just be catching up. In the last 2 or 3 minutes, you're going to hand them the hard copy of the real estate review that you prepared and just say, "If you have any questions on this, y'all take a look at it. Call me or I'll follow up with you in a couple days." What whatever you want to do. It's really just a everything's going well, values in your neighborhood have gone up x%. Everything's on track. If you need anything, let me know. If you want to talk about referrals, great. I think it's an awesome opportunity. But just being in the house with them is likely going to happen. So, let me tell you a real life story of this. We had an agent who on her goals for that year was to list her first milliondoll property. She really dove into the real estate review system as part of her business going into that year. So, she's at somebody's house. She's been there for 30 minutes and she's about to walk out the door.