Monday, April 6, 2020

    If anyone is an expert at switching strategies, it’s real estate agents and right now with sellers that need to sell and buyers that need to buy, the best way to facilitate this is with video tours.

    Therefore, the following are the three best practices to follow to ensure your video tours are an effective marketing tool.

    Tight budget? Did you know you can purchase only one Just Listed Just Sold postcard download from our site to send in emails and promote on social media instead of a mailing?
    Best Practice 1 — Ensure your video does double duty

    Sure, the purpose of the video is to market your listing, but videos can do double duty, according to Forrester Research. Videos are 50 times more likely to show up on the first page of Google search results than text pages, if they’re optimized, according to research.

    Why not leverage the power of YouTube to benefit your business while also promoting your client’s listing?

    Mashable’s Nate Elliot suggests doing the following:

    • Use your keywords in the video’s title, tags and description when you upload it to YouTube.
    • After uploading the video to YouTube, embed it on your website. According to Elliot, Google considers “how many times a video is viewed, and any views embedded videos receive on your own site get added to the ‘views’ tally on YouTube.”
    • Create a video sitemap.
    Best Practice 2 – Keep your video short

    Saying that we humans have short attention spans might just be the understatement of the century.

    In fact, 56 percent of all videos published in the last year are less than 2 minutes long. Fewer than half of video viewers (46 percent) stick with a video all the way to the end, according to research published by Vidyard.com.

    Smart marketers know this, which is why that same report shows that 75 percent of videos produced by businesses in the last year are less than two minutes in length.

    Brevity reigns when it comes to getting someone to press the start button on your videos. You need to engage them immediately. Therefore, avoid putting yourself in the frame at the beginning of the video. Head straight to the most compelling aspects of the home.

    And, if you don’t get their attention in the first 10 seconds, kiss them goodbye.

    In fact, research shows that you’ll lose 30 percent of viewers within the first 30 seconds of your video and, when it reaches the one-minute mark, another 45 percent will leave.

    So, plan on putting the most important stuff upfront and keep the entire video as short as possible.

    Best Practice 3 – Promote your video

    Like any content you create, promotion is the key to success. After you upload your listing video to YouTube and embed it on your website, also add it to the home’s dedicated page, if you have created one.

    Then, start pumping out promotion for this video on social media (especially Facebook and LinkedIn) and through email.

    Property Flyers are available as a download or shipped to you.

    By following the above guidelines to video tour best practices you will continue to market your property effectively and keep your clients happy.

    Download a Property Flyer and promote your property in your emails and on social media.

    Need help targeting a specific niche of buyers or sellers? Use our mailing list tool to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!

    PLUS: When you have time…here are some Free resources we’ve made available to support your success.

    1. The 12 Month Done-For-You Strategic Marketing Plan

    The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here

     

     

    2. The Free One-Page Real Estate Business Plan

    Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan.  – Click Here

     

     

    4. Become a Listing Legend Free eBook 

    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

     

     

     

    5. The Free Online ROI Calculator

    Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here

     

     

     

    3. The Real Estate Marketing Guide “CRUSH IT” 

    The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted mailing list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here

      Overcome your call reluctance

      It’s irrational. After all, “call reluctance” is a malady reserved for cold callers, isn’t it? Then why does the warm-call-lead-follow-up produce the same symptoms?

      The dread at the thought of picking up the phone and trying to win the trust and business of a complete stranger isn’t all that irrational when you think about it.

      You’ve cleared the first hurdle by generating a response to your marketing. Now, it’s completely up to how you handle this call that will result in you winning the business.

      That’s intimidating for many of us.

      Intimidation gets us stuck. So, back away from the phone and take a deep breath. Then, learn the tried-and-true techniques successful agents use when following up on real estate leads.

      Generate Leads With a Free Report Offer (Available in Free Reports)

       

      Change your perspective

      Remember, this first follow-up call isn’t a cold one. You’re returning a call (or email, etc.). This person reached out to you and expects a response. You’ve actually been given permission to contact her.

      She may not be ready to pull the trigger on a real estate transaction right now, and you should be prepared for that, but she was motivated enough to take the first step and that’s a cause to celebrate, not back away.

      Besides, who has too many leads in their pipeline? There’s always room for one more.

      It’s all in the timing 

      While our industry is known for its “location, location, location” mantra, what outsiders don’t know is that “time is of the essence” is more than just a contract term to real estate agents.

      When faced with an initial contact from a real estate lead, time can either be your enemy or your best friend.

      It is critical that you place that follow-up call within minutes of receiving the lead. 

      If you don’t, another agent most certainly will.

      Whether it’s call reluctance or that you’re insanely busy, we get it. But studies show that the chances of reaching the lead are the highest if you return the call within five minutes.

      Years ago, two guys from InsideSales.com teamed up with James B. Oldroyd, from Massachusetts Institute of Technology (MIT) to conduct a survey of more than 600 businesses.

      Their aim was to study “lead response rates, timing and effort, and their influence on the outcome of a lead,” they told Steve Olenski at Forbes.com.

      Compel Your Target Market With Free Reports (Available in Free Reports)
      What they found should be etched into the minds of every real estate agent:
      • Call back within five minutes and you’re most likely to connect with the lead.
      • If you wait a half-hour, you are 100 times less likely to reach the lead.
      • Wait five hours and your odds of ever connecting with that lead drop by 3,000 times.

      An immediate call-back is not only most likely to result in a conversation with your lead, but it’s impressive as well.

      “We call it the ‘wow effect’ as in wow, that was fast! You are impressive,” InsideSales.com’s CEO Dave Elkington tells Olenski.

      And, how could they not be impressed, especially if they’ve placed calls to other agents? The odds are pretty low that they got a return call this quickly from anyone else.

      But this isn’t all we can take away from the survey; conversion rates – “the rate at which the lead contact is willing to set an appointment and enter the sales cycle,” according to Olenski — increases with a quicker return call.

      Free Report Offers Get Your Phone Ringing (Available in Free Reports)

      Obviously, getting an appointment is the goal with real estate lead gen follow-up, so ignore time being of the essence at your peril.

      What not to say after “hello”

      Before making the call-back, take a minute to familiarize yourself with everything you learned from his or her message. If it was a call about a specific property, get the MLS listing in front of you. Then look it over to determine the neighborhood, size, and anything of interest that may not be included in the public-facing listing information.

      Focus solely on the lead and his or her reasons for reaching out to you, no matter how tempted you are to toot your own horn. Naturally, if you’re asked, you’ll want to answer questions about yourself, but unsolicited remarks about your sales stats, designations, etc. make you appear overly “salesy.”

      Don’t push for an appointment until you understand where in the pipeline this lead falls. At this point, you’re a counselor, not a real estate salesperson.

      Identify yourself and the name of your brokerage, and quickly add that you’re returning his or her call.

      At this point, the lead may launch into the reason for the original call. Listen carefully to what’s being said and answer all questions.

      When the call is for information about a particular listing, describe it and then, again, listen.

      If you feel that the lead is open to remaining on the phone with you, begin a gentle probe, asking if he has spoken with a lender, if he has a home to sell before buying another and, naturally, if he’s interested in touring the home he called about.

      Before disengaging the caller, let him know that you have no intention of hounding him like some of the other agents he’s spoken with but that you’re available if he has additional questions.

      Ask for permission to email alerts about new listings similar to the one he called about.

      Free Report for Real Estate Marketing to sellers
      Add Free Report Offers to all of Your Marketing (Available in Free Reports)
      The wrap-up 

      If you offer free reports or an e-book, offer it toward the end of the call. “I just created a market report for the Pleasant Skies neighborhood that will give you an idea of what the different models are selling for, can I email you a copy?”

      Great free reports to offer that are popular with consumers include, “Chop Years Off Your Mortgage“, “5 Reasons Your House Didn’t Sell” “Sure-Fire Tips For a Quick Sale“, “6 Dangers of Overpricing“, all of which are available here.

      Be sure to include your free report offer with your emails direct mail, social media and website to drive those inbound phone calls.

      No freebies? Hey, a list of new listings matching his criteria is a freebie, so offer that. “I’ll tell you what, Joe, give me your email address and I’ll be happy to email you alerts of new listings that match what you’re looking for.”

      End the call with something along the lines of: “Terrific. Now, if you see any other listings you’re interested in touring, don’t hesitate to give me a call, or text me. I’m happy to set appointments for you and show you around the neighborhood,”

      The key to success with a lead who leaves you a message is lightning-quick response time. Then, remember not to come on too strong. Counsel the lead, don’t sell to her.

      Now that you have a plan of attack, order Free Reports and add a Free Report Offer to ALL of your marketing (emails, direct mail, website, and social media).

      Need help targeting the perfect niche of buyers or sellers? Use our mailing list tool to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!

      PLUS: When you have time…here are Free killer tools to help your success this year!

      1. The 12 Month Done-For-You Strategic Marketing Plan – NEW 2020!

      The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here

       

       

      2. The Free One-Page Real Estate Business Plan – NEW 2020!

      Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan.  – Click Here

       

       

      4. Become a Listing Legend Free eBook 

      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

       

       

       

      5. The Free Online ROI Calculator

      Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here

       

       

       

      3. Get the ALL-NEW Real Estate Marketing Guide “CRUSH IT” 

      The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted mailing list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here

       

        Employees have it easy when it comes to marketing themselves to prospective employers. A resume and cover letter are typically all that’s expected.

        Employees, however, aren’t the owners of small businesses with brands tied to the business owner.

        Real estate agents looking for “employers” (i.e. clients) go about it more like models, who send out portfolios and composites.

        The Selling a Home brochure is available in the Brochure section under Personal brochures.

        For an agent, a listing presentation is akin to the model’s portfolio and a personal brochure is her composite.

        But it’s not a vanity marketing piece

        It’s easy to keep the content of expired listing and FSBO brochure on the right track. Too many personal brochures, on the other hand, end up looking and reading like vanity marketing pieces.

        In fact, all personal branding walks that fine line. Therefore, lose the sales pitch, avoid trite, over-used statements and, overall, be authentic.

        What to include in your real estate brochure?

        • Your business philosophy
        • Your bio
        • Any impressive sales statistics
        • Awards received
        • Showcase how you give back to the community
        • Testimonials
        The World of Opportunities brochure is available in the Brochure section under Personal Brochures.

        The latter is critical. Choose only the best testimonials and sprinkle them throughout.

        Don’t forget the other stuff

        It’s easy to get carried away with the text aspect of your personal real estate brochure. However, it’s important to pay attention to other aspects as well. These include:

        • Color selection is important and should match the branding colors you use in your logo, website, etc.
        • Layout
        • Typography
        • Font
        • Photographs

        All of these should be carefully considered so that the end result is appealing, eye-catching and different from other agents in your market. Most of all it should convey expertise, authority, and professionalism.

        How to use your personal brochure

        “Our personal brochure is included and placed at the end of every pre-listing presentation package.,” says Barbara Todaro, the head of marketing for the Todaro Team in Franklin, MA. Other agents add to the list of ways to use your personal real estate brochure:

        • Include it in a mailing to owners of expired listings
        • Include it in a mailing to FSBOs
        • Stick it in your buyer’s packet

        “If you do not have a personal brochure, it’s time to get one,” Todaro said.

        “Buyers and sellers don’t want to be sold by you they want to be sold on you.” according to Mark Hughes, author of “Branded Agent: The 7 Strategies of Top Personal Real Estate Brands.”

        The Neighborhood Specialist brochure is available in the Brochure section under Personal Brochures

        Your professional real estate brochure will do just that.

        Order or download the Neighborhood Specialist Personal Brochure and add it to your listing presentation, provide it at your Open Houses, and use it as a leave-behind or hand out.

        Need help targeting the perfect niche of buyers or sellers? Use our mailing list tool to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!

        PLUS: When you have time…here are Free killer tools to help your success this year!

        1. The 12 Month Done-For-You Strategic Marketing Plan – NEW 2020!

        The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here

         

         

         

        2. The Free One-Page Real Estate Business Plan – NEW 2020!

        Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan.  – Click Here

         

         

        4. Become a Listing Legend Free eBook 

        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

         

         

         

        5. The Free Online ROI Calculator

        Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here

         

         

         

        3. Get the ALL-NEW Real Estate Marketing Guide “CRUSH IT” 

        The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted mailing list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here

         

          You’ve conducted a buyers’ consultation and you have a pretty good handle on what your potential buyers want in a home. Now, it’s time to find them the home that gets a BIG YES. Here are some tips to help you go from showing to SOLD in lightning speed.

          The checklist

          Just as no two listing clients are identical, not all buyers are alike. Some of them will take your consultation to heart, while others will remain unfocused. Although the following technique works for both, it’s the latter who will get the most out of it.

          Create some checklists and worksheets for your clients to use as they tour each home. HUD offers a home comparison checklist that you can download. Brand it and hand it out to your buyers.

          The Multi-Photo postcard is available in the Multi-Photo Series under the postcard section

          Do the same with a wish list worksheet – which is just as useful for you as it is for your clients. It helps you narrow down the list of homes to show and it helps keeps your clients focused on what is truly important to them.

          Go overboard on sharing information

          If there’s a home on the viewing list that you know fits most or all of your clients’ requirements, help make the sale by loading them up with valuable information.

          Is it their first time in a neighborhood? Be sure to grab some information about it and nearby amenities. If you know where they work, get an estimated commute time by putting the home’s address into Google maps and asking for directions to the work address. The time it takes to drive from one location to the other is included in Google’s directions.

          If the buyers have children, locate nearby schools on a map of the area. Even if they don’t have kids, learn about the quality of those schools.

          If you get lucky, and the home is located close to a quality school, remind childless buyers of how homes near good schools are good investments because they tend to hold their value better than homes near poor-performing schools.

          The best way to get this information is by going online, to schooldigger.com, and entering the name of the school or district in the search box.

          Finally, compiling a CMA for any home you think the buyers will be interested in is a must. They’ll want to know if it’s priced right and had those stats at your fingertips is a valuable customer service tactic.

          luxury marketing brochures
          Luxury Marketing Brochures are available under the Brochure section.
          Don’t encourage enormously high expectations

          I love this tip from John D. Mayfield, broker/owner of Mayfield Real Estate in Farmington, MO. He calls it “underselling,” and cautions agents not to “hype” up a home before the showing.

          Why?

          “Buyers may feel the home doesn’t meet their hyped-up expectations,” he suggests and goes on to caution that “The opposite is true, too—many practitioners have stories of showing homes they thought were downright ugly, only to learn” that it was just what the buyers were looking for.

          Sure, you should mention the home’s features that match their wish list, but, as Mayfield says, “Let the home sell itself.”

          Set the stage

          If you won’t be loading the buyers in your car, try to get to the home a few minutes before they do. This way you can run through the home and open drapes, turn on all the lights and ensure pets are safely tucked away.

          Know when to back off

          Veteran buyers’ agents know the signs of both interest and disinterest in a home. The buyer who zips through the home, barely looking at it, most likely decided at the curb that he didn’t like it.

          Then, there’s the buyer who focuses on one or two rooms, repeatedly returning to them – a definite sign of interest.

          When working with the latter, you need to know when to physically back off. Especially if it’s a couple, give them some privacy to discuss what is most evidently on their minds. “Is there enough room here for the sofa?” “How do you think yellow would work in here?”

          The nit-picker, on the other hand, needs your presence. Although many agents think the buyers who notice every little thing wrong in a home show disinterest, an experienced pro at the helm can guide them into understanding what easy fixes many of these “problems” can be.

          Give them a vision

          Most buyer agents know that a couple that starts talking about furniture placement is interested in the home. They’re envisioning what the rooms will look like with their furniture and accessories.

          Since you were smart enough to get them to provide a thorough wish list, guide their vision by pointing out the features they will find most desirable. Get them to realize that just because a room is used as a bedroom, it doesn’t have to be.

          Do they long for a home office? Point out which bedroom would make the ideal office and why.

          Order or download Property Flyers, available in our Flyer section, then provide them at your next Open House.

          Need help targeting the perfect niche of buyers or sellers? Use our mailing list tool to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!

          PLUS: When you have time…here are Free killer tools to help your success this year!

          1. The 12 Month Done-For-You Strategic Marketing Plan – NEW 2020!

          The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here

           

           

           

          2. The Free One-Page Real Estate Business Plan – NEW 2020!

          Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan.  – Click Here

           

           

          4. Become a Listing Legend Free eBook 

          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

           

           

           

          5. The Free Online ROI Calculator

          Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here

           

           

           

          3. Get the ALL-NEW Real Estate Marketing Guide “CRUSH IT” 

          The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted mailing list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here