Do You Have What It Takes to Sell Newly Constructed Homes?

Aug 19, 2024

Every year, when the 2024 RealTrends + Tom Ferry “The Thousand” list comes out, it’s topped by an agent who holds the Guinness World Record for home sales.

“He only sells new-construction residential properties and works with volume builders only,” according to Katie Warner at BusinessInsider.com.

On 2024’s list, Ben Caballero had 7012 sides, resulting in $3,638,950,694 in volume – nearly double the volume of the agent in second place.

If you’d like to get in on some of this impressive income, you may want to give new home sales a whirl.

Do you have what it takes?

John Rymer at ProBuilder.com lists traits to look for when hiring a “New-Home Sales Superstar.”

Avid goal setter
Ask the right questions
Financing expert
Passionate about new-home sales
Exudes enthusiasm
Takes responsibility for results
First into the office, last to leave
Perfected the follow-up process
Always showing value
Persistent and fearless closer

If this list sounds like you, selling new construction may just be your dream career.

First, the cons

Let’s get the bad news out of the way up front.

As with the broker under which you choose to hang your license, so goes the builder. Some value ethics and high standards. Others, not so much.

So, choosing the right builder may be challenging.

Then, there is the commission structure, and you may not be making the percentage you are accustomed to.

More often than not, when you sign on to become a new home sales consultant, you are no longer an independent contractor but an employee of the builder.

Naturally, there are other cons, but these are the ones that agents should carefully consider.

The Move Up Market Series is shown above. To learn more, click here.

The pros of working with a builder

The obvious plus of becoming a new home sales consultant is that prospects come to you. No more cold calling and chasing after business.

As an employee, you’ll most likely receive benefits, such as medical and dental.

If being a business owner doesn’t agree with you, but you hope to remain in the industry, becoming a new-home sales consultant may just be a smart move for you.

How to get your foot in the door

Your best bet is to visit a few sites, introduce yourself, and get to know the reps. Don’t be afraid to ask plenty of questions. Everybody has to start somewhere so they may be sympathetic to what you’re going through.

Do some research on your own. Learn all you can about:

The different architectural home styles
Blueprints (and how to read them)
Home construction methods and materials
Site layout and design

“All it takes is a little bit of time for an agent to understand builders — why they do what they do — to reap the rewards the new-home market can deliver,” according to Caballero.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here

2. The Free 6-Month Done-For-You Strategic Marketing Plan

The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

3. The Free Interactive 6-Month Real Estate Business Review

The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here

4. The Become a Listing Legend Free eBook

This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

Why are More Agents Taking Notice of the Luxury Real Estate Market?

Aug 14, 2024

High interest rates and a tight inventory of homes for sale have locked a huge swath of starter home buyers out of the market.

So, it probably comes as no surprise when the media notices that the luxury home market is doing well.

It makes sense when you think about it. A whole pool of buyers can pay cash for a home and, thus, refuse to play the mortgage game.

For instance, luxury homes in Silicon Valley, Seattle, and Nashville, TN are on a tear. In fact, they’re the top three fastest-moving markets in the country.

Advanced Knowledge and Expertise

To attract high-net-worth clients, you need in-depth knowledge of the luxury market, including trends, pricing strategies, and the specific needs of affluent buyers and sellers.

This expertise can be developed through specialized training and certifications, such as the Certified Luxury Home Marketing Specialist (CLHMS) designation, which provides agents with the tools and strategies necessary to excel in luxury real estate.

Exceptional Networking and Relationship-Building Skills

Success in the luxury market relies heavily on your ability to build and maintain strong relationships with clients, other agents, and industry professionals.

Networking is key, as many luxury transactions are driven by referrals and personal connections. Attending high-end events, joining exclusive clubs, and engaging with affluent communities can help you establish valuable connections.

Marketing Savvy and Resources

Luxury properties require sophisticated and targeted marketing strategies. You need access to high-quality marketing resources, including professional photography, video tours, virtual staging, and access to premium listing platforms.

A strong online presence and the ability to leverage social media effectively are also crucial for reaching a global audience of potential buyers.

Discretion and Professionalism

Clients in the luxury market expect the highest level of professionalism and discretion. Handling sensitive information carefully and providing personalized, white-glove service can set you apart from the competition.

By honing these skills and utilizing the right resources, real estate agents can successfully navigate the luxury market and build a thriving career in this prestigious sector.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 6-Month Done-For-You Strategic Marketing Plan

3. The Free Interactive 6-Month Real Estate Business Review

4. The Become a Listing Legend Free eBook

Two Real Estate Geographic Farms to Consider for Fall

Aug 7, 2024

So, what are your business marketing plans for spring 2024 real estate marketing? Sure, much of the decision-making will center around what’s happening with the economy.

Market soothsayers are hedging their bets when predicting what the Fed will come up with during the March meeting. The latest jobs numbers seem to be the fly in the ointment.

“But Fed officials have repeatedly indicated that they want to be sure that inflation is coming down sustainably before they’ll consider cutting rates, and a more balanced labor market is part of that,” says Molly Grace at BusinessInsider.com.

If you want to play it safe, you can rely on tried-and-true marketing methods. One of the best of these is farming.

Let’s look at three farms we think are worthy of your consideration.

Baby boomers in highly rated-school districts

This year, baby boomers will turn 60 to 78. Last year, the National Association of REALTORS’ surveys found that baby boomers now make up the largest share of both homebuyers and sellers.

In fact, this cohort makes “… up 39% of home buyers – the most of any generation – an increase from 29% last year.” That’s an astounding statistic. A 10% jump in real estate activity in one year? From a group of people who have been stubbornly sitting in the home they’ve lived in for 15 to 20 years?

They’re moving; you should be at the forefront of your market to capture this business.

Then, there are the Gen Xers and Millennial moms and dads who are still in the child-rearing phases, longing to get juniors into a good school district.

That’s the perfect starting point for an agent looking for a new marketing method: farm those baby boomers living in decently ranked school districts. I would market to all of them, particularly those who live in multi-story homes.

Stairs are hard on the knees and we’re betting they can’t wait to get into a home without the climb.

The Absentee Owner Series is shown above. To learn more, Click Here.

Absentee owners

While being a landlord isn’t quite as painful now as it was during the pandemic, the economy still isn’t where it should be, and many Americans are pinching pennies.

Because of this, many landlords are thinking about cashing out. This is an easy audience to market to because most of it is done via direct mail.

It’s somewhat quick and easy to set up, and landlords (most of them, anyway) are eager to learn about the market and what their rentals might be worth right now.

However, this one requires consistency in nurturing. Consistent mailings will keep you top-of-mind but don’t neglect the Just Listed and Just Sold postcards pertinent to the landlord’s property.

Spring will be here before we know it, so let’s get ready!

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 6-Month Done-For-You Strategic Marketing Plan

3. The Free Interactive 6-Month Real Estate Business Review

4. The Become a Listing Legend Free eBook

Fall in Love with These Seasonal Blog Topics to Attract Buyers

Jul 31, 2024

Yes, the real estate market is a bit confusing for the average American right now. Prices are still somewhat high, interest rates are through the roof, and it doesn’t appear there is any end to either in sight.

Yet, people still want to sell and buy homes. Going into the slowest season in real estate, what can you do to encourage them to enter or stay in the market?

What do your blog followers need to know about buying a home (in your town) during the fall?

There is always a silver lining

Sometimes, we just need to look a little harder for it. About 550,000 people enter the term “real estate housing market” into Google each month. Another 450,000 searches for “housing market.” That’s one million people interested in knowing what’s going on with the housing market.

While sharing the national outlook is good, nothing beats a deep dive into the local market from a buyer’s perspective. This is your opportunity to remind your readers that all real estate is local and that what the national market looks like doesn’t necessarily reflect local conditions.

For inspiration, check out this amazing post from Sammamish Mortgage in Bellevue, WA.

Is now a good time to buy a home?

The folks at Leonardi Real Estate in Folsom, CA. show readers why it is the best time to buy a home by comparing what they will pay now instead of what they will pay if they wait a year. It’s a brilliant infographic.

Veterans need to know

“Fewer than 12 percent of the country’s estimated 24 million veterans are currently using their VA loan benefits, according to government data,” claims Chris Birk at veteransunited.com. Most of them either don’t think they qualify or don’t understand how to apply, Birk adds.

Since November is the month we celebrate our veterans, help get the word out about their home loan benefits.

Sadly, many surviving spouses aren’t aware that they, too, may qualify for the loan. So you have lots of topics to cover during Veteran’s Month.

“Why we Love [name of city] in Fall”

While not explicitly buyer-related, this hyper-local topic is a share magnet.

What are some of the wonderful things about your town in the fall? The chances are pretty good that others feel the same way.

This topic, especially when shared on social media, marries your brand to your town in a way that no other agent can.

Remember, don’t let these posts sit on your blog. Cross-post to social media to increase traffic to your website.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 6-Month Done-For-You Strategic Marketing Plan

3. The Free Interactive 6-Month Real Estate Business Review

4. The Become a Listing Legend Free eBook

The 5 Critical Advantages Printed Newsletters Have Over Emailed Newsletters

Jul 29, 2024

In an era dominated by digital communication, the debate over the effectiveness of email versus traditional mail continues to be a hot topic, especially regarding newsletters.

While email newsletters have become a standard in many marketing strategies, there’s a compelling case to be made for the enduring impact of mailed newsletters.

The following are five advantages printed newsletters have over emailed newsletters.

1. A Tangible Impact Mailed newsletters have a physical presence that digital communication lacks. The tactile experience of holding a well-designed, professionally printed newsletter can leave a lasting impression.

This tangible impact increases retention and engagement as recipients are more likely to spend time with a physical piece of mail than a fleeting email in their crowded inbox.

2. Avoids the Abyss of an Email Inbox Email inboxes are often inundated with a barrage of messages, making it challenging for your newsletter to stand out.

Mailed newsletters, on the other hand, don’t compete for attention like in a crowded digital space.

When your newsletter arrives in the mailbox, it can command undivided attention, escaping the often-overlooked fate of an unopened email.

The Market Dominator Newsletter Tri-fold is shown above. To learn more, Click Here.

3. A Higher Perceived Value Printed newsletters are associated with a higher perceived value. The effort and cost involved in creating and physically mailing a newsletter convey a sense of commitment and importance.

This translates to your audience assigning a higher value to the content within a printed newsletter compared to an easily created and dismissible email.

4. Enhanced Brand Recall A well-crafted mailed newsletter has the potential to enhance brand recall. The visual and tactile elements and the sensory experience of reading through the content in hand create a memorable interaction.

This can contribute to a stronger connection between your audience and your brand, fostering long-term engagement.

5. Less Competition Equals More Attention With the saturation of digital content, your email newsletter might get lost in the shuffle.

Mailed newsletters face less competition, giving you a better chance of capturing your market’s attention. By arriving in a less cluttered space, your message will likely be noticed and absorbed.

The unique benefits of mailed newsletters make them vital to any comprehensive marketing strategy.

The tactile nature, avoidance of inbox saturation, perceived value, and enhanced brand recall contribute to the high effectiveness established by mailed newsletters.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 6-Month Done-For-You Strategic Marketing Plan

3. The Free Interactive 6-Month Real Estate Business Review

4. The Become a Listing Legend Free eBook

Unlock Real Estate Referrals by Enhancing Your Client’s Moving Journey

Jul 24, 2024

Your primary job is over when you all shake hands at the closing table. Sure, you need to update your buyer’s or seller’s info in your CRM so you can keep in touch, but at closing, you drive away feeling good about a job well done.

Your client, on the other hand, has the crummiest task of all looming shortly: moving.

We know many agents who feel their job doesn’t end at closing. Sure, some of them offer the use of a moving truck. But there are other, less expensive, and just as impressive ways to show your client’s real customer service.

Let’s explore some less-pricey services agents have passed on to us. These services will help make you unforgettable and get you more referrals.

Offer to take on the small stuff

If you have an assistant, this one is for you. Offer a concierge service that includes ensuring the utilities at the old home are turned off and turned on at the new home.

Other services you can offer include:

Pet licensing and updating of the address on the microchip.
Canceling services include pool cleaning and maintenance, landscaping, housekeeping, pest control, etc.
Having cable or satellite service transferred to the new home.

Give them peace of mind

Offer to change the locks on the new home and install a smart lock.

This is a task that movers often neglect, and you’re installing your closing gift simultaneously. It’s a two-fer.

Consider a Ring (or other brand) video doorbell camera if it’s in your budget.

The Get More Referrals Series is shown above. To see more, **Click Here.**

Get-acquainted-with-the-neighborhood list

Here is another job for an assistant. Have him or her research your client’s new neighborhood for points of interest and everyday services.

Do some sleuthing on Yelp.com to find the best-rated:

Parks
Restaurants
Drycleaner
Hairstylist
Handyman or handywoman
Landscaper
Pool Service
Doctor
Dentist
Veterinarian

Then, make a list with the company’s website URL, phone number, and address.

Boxes, boxes, boxes

It’s the one thing most people don’t seem to have enough of when they’re moving. If you have the money, consider purchasing moving boxes emblazoned with your branding.

Let clients know before closing that they won’t need to haunt the local grocery store for boxes because you have some for them.

The essentials basket

Create a basket with any combination of the following,

Grubhub, or Uber Eats gift card (so they don’t have to drag out the pots and pans to make dinner)
Trash bags
Toilet paper – you’ll need it eventually, better to grab it sooner than later
Paper towels
Light bulbs
Cleaning products, sponges, and a scrub brush
Bottled water
Snacks
Anything else you can think of that they may need upon arrival in the new home

Hire some help

New homeowners typically find something wrong on their first day in the home, with no furniture present. Whether it’s aesthetic or non-functional, they want it fixed.

Offer your clients an hour or two of handyman or woman service so they can get fixed, which will eventually drive them nuts.

Or, consider offering a professional cleaning the day before your clients move in. The home should be broom swept so there shouldn’t be too much cleaning left.

Customer service after the sale is the most impressive of all. Find a way to help your clients move, and they’ll remember you.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 6-Month Done-For-You Strategic Marketing Plan

3. The Free Interactive 6-Month Real Estate Business Review

4. The Become a Listing Legend Free eBook

How to Stay Focused and Positive, and Ignore the Real Estate Industry Headlines

Jul 22, 2024

Adversity is an inevitable part of any business journey. What sets remarkable companies apart is their ability to survive challenging times and thrive in adversity. Here are some inspiring stories of businesses that have overcome adversity and continued to prosper.

Learn from their journeys and discover valuable strategies for staying focused on achievement, no matter what the real estate industry headlines say.

IBM: Reinventing the Tech Giant

IBM, a global technology and consulting company, has experienced numerous ups and downs in its long history. One of its most remarkable comebacks came in the early 1990s. Facing dwindling market share and financial difficulties, IBM changed its strategy by focusing on software and services. This shift in direction allowed the company to reestablish itself as a leader in the tech industry.

Apple Inc.: Steve Jobs’ Resurgence

Apple Inc., the tech giant known for its iconic products, faced adversity in the 1980s when co-founder Steve Jobs was ousted. After Jobs returned in 1997, he initiated a series of innovations, including the launch of the iPod, iPhone, and iPad. This visionary leadership made Apple one of the world’s most valuable companies.

Ford Motor Company: Rising from the Brink

The Ford Motor Company has encountered multiple setbacks in its journey, one of the most notable being the 2008 financial crisis. Ford mortgaged all of its assets, including its iconic Blue Oval logo, to survive. The bold decision allowed the company to avoid bankruptcy and recover rapidly, proving that smart financial strategies can triumph over adversity.

The Inspiration Series is shown above. To see more, click here.

Starbucks: Brewing a Turnaround

During the Great Recession of 2008, Starbucks faced declining sales and store closures. The company revamped its business model, closing underperforming stores and introducing new products.

One of the most notable launches was Starbucks Ready Brew, an instant coffee product that allowed customers to enjoy Starbucks coffee on the go. In addition, they introduced a line of natural energy beverages.

Starbucks also expanded its food selection, offering items like Bistro Boxes and La Boulange pastries. It ventured into the juice market by acquiring Evolution Fresh, launching a line of fresh-pressed juices.

These innovations played a crucial role in Starbucks’ recovery, repositioning the brand as a provider of premium coffee experiences while broadening its product portfolio to cater to various customer preferences and demands.

General Electric: Pioneering Innovation

General Electric (GE), a symbol of American innovation, had to overcome major instability with its financial arm during the 2008 financial crisis. This downturn led to a substantial decline in GE’s stock value and the company’s removal from the Dow Jones Industrial Average.

In response, GE undertook a massive restructuring effort, selling off assets, streamlining its operations, and focusing on core industrial businesses. This allowed the company to regain financial stability and shift its focus toward innovation and long-term growth in a rapidly changing global marketplace.

Netflix: Adapting to Disruption

Netflix, initially a DVD rental service, faced adversity when it transitioned to a streaming platform, losing a significant number of subscribers. However, its bold decision to invest in original content, including shows like “House of Cards” and “Stranger Things,” led to a comeback, making Netflix a household name in streaming entertainment.

These stories of resilience and adaptability remind us that adversity often catalyzes innovation and growth. While each company faces unique challenges, its success lies in its ability to adapt, innovate, and persevere.

These stories testify to the power of determination, mindset, and creative thinking when faced with adversity.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 6-Month Done-For-You Strategic Marketing Plan

3. The Free Interactive 6-Month Real Estate Business Review

4. The Become a Listing Legend Free eBook

The Biggest Reasons Your Listing Presentation Didn’t Win the Client

Jul 17, 2024

Securing a listing is critical to a real estate agent’s job, and losing out on a potential client can be disheartening.

Understanding the reasons behind a failed listing presentation can help you refine your approach and increase your chances of success in the future. Here are some of the most common reasons your listing presentation might not have won the client.

Lack of Preparation

Preparation is crucial for any successful presentation. If you didn’t research the property thoroughly, failed to prepare a detailed Comparative Market Analysis (CMA), or overlooked important market trends, the client might perceive you as unprepared or unprofessional.

Clients expect you to comprehensively understand their property and the local market.

Poor Presentation Materials

Using outdated or low-quality materials can negatively impact your presentation. Clients want to see polished, professional materials that reflect your expertise and attention to detail.

High-quality photographs, clear graphics, and well-organized documents can significantly affect how you are perceived.

Ineffective communication skills are presentation killers. If you talked too much about yourself without addressing the client’s needs, failed to listen actively, or couldn’t articulate your value proposition clearly, the client might not feel confident in your ability to represent them.

Engaging with clients and addressing their concerns is key to building trust.

Inadequate Marketing Plan

Clients want to know how you plan to market their property effectively. If your marketing plan lacks detail, innovation, or a clear strategy, the client might doubt your ability to attract potential buyers.

Presenting a robust, tailored marketing plan that leverages both traditional and digital channels is essential.

Failure to Build Rapport

Building a personal connection with the client is crucial. If you come across as impersonal or don’t make an effort to understand the client’s unique situation, the client might choose an agent they feel more comfortable with.

Showing empathy, being personable, and establishing a genuine connection can set you apart from competitors.

Misalignment on Pricing

Disagreements about the listing price can be a deal-breaker. If you suggest a price that seems unrealistic or doesn’t align with the client’s expectations, it could lead to a loss of trust.

Ensuring your pricing recommendations are backed by data and communicating the rationale clearly is important.

Inability to Handle Objections

Clients often have concerns or objections that need to be addressed. The client might question your expertise if you can’t handle these objections confidently and convincingly.

Being prepared to address common objections with well-thought-out responses can help reassure the client.

By addressing these common pitfalls and continually refining your approach, you can improve your listing presentations and increase your chances of winning over clients.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 6-Month Done-For-You Strategic Marketing Plan

3. The Free Interactive 6-Month Real Estate Business Review

4. The Become a Listing Legend Free eBook

Fight USPS Rate Hikes: Choose EDDM for Budget-Friendly Real Estate Marketing

Jul 7, 2024

Every Door Direct Mail (EDDM) is a powerful marketing tool for real estate agents looking to reach potential clients effectively and affordably. This service allows you to send targeted mailings to specific neighborhoods without the need for a mailing list, making it an ideal choice for localized real estate marketing.

Cost savings

Traditional direct mail campaigns have a higher cost due to the purchase of a mailing list and the postage paid on individual addresses.

EDDM eliminates these costs by allowing agents to select postal routes and send mail to every address along those routes. This bulk mailing approach significantly reduces postage expenses and maximizes budget efficiency.

Targeted marketing

Real estate agents can choose postal routes that align with their target market, such as neighborhoods with high turnover rates or areas with desirable demographics. This ensures that marketing materials reach the right audience, increasing the chances of generating leads.

Marketing options

EDDM supports the delivery of a variety of marketing materials, including postcards, flyers, and brochures. To see the various real estate marketing materials, designed by industry professionals, and available through ProspectsPLUS!, Click Here.

Ease of use

Moreover, EDDM is user-friendly. ProspectsPLUS! provides an online tool to help you select your routes, and then schedule your mailings.

With the continued USPS postage increases impacting the cost of marketing, EDDM provides agents with an affordable, targeted, and effective way to reach potential clients.

By leveraging this service, agents can enhance their local presence, engage with their community, and ultimately drive more business.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 6-Month Done-For-You Strategic Marketing Plan

3. The Free Interactive 6-Month Real Estate Business Review

4. The Become a Listing Legend Free eBook

Transform Your Listing Presentation: Secrets to Gaining More Clients

Jun 27, 2024

Studies indicate it takes a tenth of a second to begin to form an impression of someone you don’t know.

Therefore, be aware that a potential client may start to decide about hiring you while you are still standing on their doorstep. This is why it’s important to ensure your first impression is amazing.

Here are three tips to master your listing presentation and win that client.

1. Send a pre-listing packet

I couldn’t find any statistics about how many listing agents send a pre-listing presentation packet to homeowners. I hope you will be among those who do.

The pre-listing packet is part of your curb appeal, so make it as compelling as possible.

We have spoken with our customers about what they include in theirs:

Current local market conditions
Your agent bio, in the form of a personal brochure (so classy and so professional!)
Information about your brokerage, including any impressive sales stats
A mock-up of Just Listed marketing pieces you will use if you get the listing
Client testimonials (a must-have)
A blank listing agreement (you may want to watermark it)
A step-by-step explanation of the listing process.
Direct response reports such as “Inventory is LOW, Now is the Time to Sell,” “What If I Sell My Home and Can’t Find One to Buy”, and “Reasons Why Your Home May Not Sell”. All of these reports are available, HERE.

Ensure that the packet is ultra-professional and client-centric (in other words, not a lot of overt self-promotion), and highlights the value of working with you. Send it out to the homeowner at least three days before the listing presentation appointment.

2. Prepare to impress

The groundwork begins when you get that first phone call from a homeowner requesting to meet with you. Ask the important questions now, so that you are better prepared during the actual listing presentation.

Experts state to include the following questions:

May I ask why you’re selling?
Is there a date by which you need to be out of your current home?
How long have you owned the home?
Have you remodeled or renovated your home? Any repairs?
Is anyone else on the title? Is it possible he/she/they could be present when we meet?
How did you hear about me?

Take notes of each answer so that you don’t repeat these questions during the listing presentation.

Your last step should be to take a drive by the home you’ll be listing (hopefully!). Take note of its curb appeal, or lack thereof, the neighborhood, and any nearby amenities that will positively or negatively impact value.

3. Take a deep breath

You may have heard from more experienced agents that “People do business with those that they know, like, and trust.”

It’s a big challenge to achieve all three of those in the time it takes to give a listing presentation, especially for agents who are new to the industry and lack the confidence that experience brings.

Be genuine; people can tell in a heartbeat if you’re faking it. “You can’t force rapport,” claims the president of the RAIN Group, Mike Schultz.

Walk up to the door, stretch, shake your hands to get the jitters out, and take a deep breath. And don’t forget to smile.

During the presentation, listen carefully, and nod to acknowledge that you’re listening. Take notes if you need to.

You’ve got this.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 6-Month Done-For-You Strategic Marketing Plan

3. The Free Interactive 6-Month Real Estate Business Review

4. The Become a Listing Legend Free eBook

From Contacts to Connections: The CRM Relationship Marketing Advantage

Jun 24, 2024

It’s been years, but I still remember my landlord — a real estate agent — calling me and asking if I knew anyone who wanted to buy or sell a home. At the time, I didn’t.

More than that, I truly wanted to help him and felt bad I couldn’t. I genuinely liked the man, and, believe me, the next day, I kept my ears open for real estate chatter.

Step one toward getting new referrals is to be a nice person people want to help. Step two? Ask for referrals.

Ask everyone. Your sphere of influence then connects to their sphere, and each person you contact broadens your possible referral base exponentially.

But that just covers the basics. There is so much more that agents can do to get more referrals.

The Bedrock: Relationship Marketing

According to author Mari Smith, relationship marketing emphasizes customer satisfaction and retention intending to build profitable long-term relationships.

It differs from other forms of marketing by focusing more on the client relationship. Its key principle is client retention.

The good news for the real estate agent is that relationship marketing is less expensive in the long run than other forms of marketing.

“Acquiring a new customer can cost five times more than retaining an existing customer,” according to Taylor Landis at OutboundEngine.com.

The Get More Referrals Series is shown to the left. To see more, Click Here.

Who’s in your Database?

If your database is populated with only former clients, you’re missing out on a huge chunk of business.

You should have everyone you know in your CRM – from your hairdresser to your aunt Martha. If they’re breathing, they should be in there.

Here’s why this is important: the relationship marketing approach also focuses on customizing your marketing efforts.

In his book “Purple Cow: Transform Your Business by Being Remarkable,” marketing whiz Seth Godin agrees and insists that you should “differentiate your customers … Find the group that’s most likely to influence other customers,” suggests Godin.

It starts with asking the right question: “Who do you know who is looking to buy or sell a home?”

If you’re looking for a CRM that allows you to send out direct mail marketing, look no further. We have a free CRM available for you on ProspectsPlus.com.

Keep in touch with your prospects and sphere, and creating custom lists on the fly for targeted mailings. To learn more, Click Here.

When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazin

2. The Free 6-Month Done-For-You Strategic Marketing Planner

3. The Free Online Real Estate Business Plan

The Real Estate Business Plan allows you to enter your business goals for the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your financial goals. – Click Here

4. The Become a Listing Legend Free eBook

10 Conversation Ideas for Real Estate Agents Reaching Out to Their Sphere

Jun 20, 2024

Maintaining and nurturing your relationships within your sphere of influence (SOI) is crucial for generating leads and building a successful real estate business. Here are ten conversation ideas to help you engage with your SOI effectively.

1. Local Events and Community News

- - Keep your SOI informed about upcoming local events, community news, and happenings. This positions you as a community expert and keeps the conversation engaging.
  - Example: “Did you hear about the new park opening downtown? It’s going to be a great addition to our community!

2. Home Valuation Offers

- - Offer to provide a complimentary home valuation for homeowners. This can spark interest in selling and allows you to discuss their real estate goals.
  - Example: “Hi [Name], would you like to know what your home is currently worth? I’d be happy to provide a free home valuation.”

3. Home Maintenance Tips

- - Offer seasonal home maintenance tips to help homeowners maintain their property value. These tips can be shared through newsletters, social media, or direct conversations.
  - Example: “Hey [Name], with winter approaching, it’s a good time to check your home’s insulation and heating systems. Proper maintenance can help you save on energy bills.”

4. Client Success Stories

- - Share success stories from recent transactions. Highlight how you helped clients navigate the market, negotiate deals, or sell quickly. This builds trust and showcases your capabilities.
  - Example: “I recently helped a family sell their home in just two weeks for above asking price. It’s a great market for sellers right now!”

The Market Update Series is shown above. To learn more, Click Here.

5. Investment Opportunities

- - Discuss real estate investment opportunities in your area. Highlight potential rental properties or market conditions that make it a good time to invest.
  - Example: “Have you ever considered investing in rental properties? There are some great opportunities right now with high rental demand.”

6 Personal Touches and Check-Ins

- - Simply check in to see how your contacts are doing. Personal touches can strengthen relationships and keep you top-of-mind when they or someone they know needs real estate services.
  - Example: “Hi [Name], it’s been a while! How have you been? Anything new with you or your family?”

7 Neighborhood Spotlights

- - Highlight different neighborhoods in your area, discussing their unique features, schools, amenities, and market conditions. This can pique interest in both buying and selling.
  - Example: “I’ve been exploring [Neighborhood] recently. It has some fantastic new restaurants and highly rated schools. Have you visited lately?”

8 Educational Content

- - Provide educational content about the home buying or selling process. This could be tips on preparing a home for sale, navigating mortgage options, or understanding market conditions.
  - Example: “I’ve put together a guide on the home selling process. Would you like me to send you a copy?”

9. Celebrating Milestones

- - Acknowledge important milestones such as anniversaries of when clients bought their homes, birthdays, or other significant events. This shows you care about them beyond just business.
  - Example: “Happy Home Anniversary, [Name]! Can you believe it’s been [X] years since you moved in? Hope you’re still loving your home!”

10. Plan an Event

Put together an event for past clients or invite everyone in your sphere. It could be a summer picnic, a movie night, or a family baseball game at a local park, the ideas are endless.
Then reach out to your sphere with individual invites. USe this time to also catch up on what’s going on in their lives and see if they know of anyone thinking of buying or selling.

By incorporating these conversation ideas into your interactions with your sphere of influence, you can strengthen relationships, demonstrate your expertise, and stay top-of-mind for future real estate needs.

When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazin

2. The Free 6-Month Done-For-You Strategic Marketing Planner

3. The Free Online Real Estate Business Plan

4. The Become a Listing Legend Free eBook