Thursday, January 23, 2020

    Ellen DeGeneres, Alexandria Ocasio-Cortez, Lady Gaga. There is something oddly similar about those three. Love them or despise them, they all have great-big personalities.

    And, they were all, at one time, employed in the food and beverage industry (DeGeneres and Ocasio-Cortez bartended and Lady Gaga waited tables).

    If you’ve ever worked in the hospitality industry, you know that there is a direct correlation between building rapport with your customers and your tip income.

    After all, do you tip the grumpy waitress, the bartender who ignores you or the bouncer who makes you wait until the “important” people are let into the club?

    Like real estate, many of the jobs in these industries have a low bar of entry. Let’s face it, waiting tables is easy to learn. Waiting for them with elegance, with class and with customer service top-of-mind is a bit harder.

    The House Feeling a Little Empty postcard is available under the Life Event Series in the Postcard section.
    Being personable leads to the bigger bucks

    Even the bartender who mixes a mean Manhattan won’t build a following without a bit of personality. It’s the same in real estate.

    An agent can have an expert-level understanding of contracts and marketing but, without the ability to build rapport, will fail to build a referral base. Without that, he or she will be forever chasing after new business.

    Think about the waiters and waitresses you’ve over-tipped – it was their personality, their ability to interact that compelled your generosity, right?

    Sure, you can be a ho-hum agent, do the minimum required and still make as much on a transaction as an agent who goes above and beyond in providing customer service.

    And, if you don’t want or need repeat business and referrals, go ahead and be that agent otherwise read on.

    The approach

    “When greeting a guest I always approach the table with a smile,” Jenna Paul, server and assistant general manager of The Peached Tortilla in Austin Texas tells Jane Ko at Seasoned.co.

    Sounds simple, doesn’t it? But the advice also applies to real estate agents. Whether you’re knocking on doors, schmoozing at community events or greeting who you hope will be your next listing client, a smile is imperative.

    Smiling puts a potential client at ease and builds that first step toward genuine rapport. “People like that warm and inviting welcome,” says Chance Ramsey, assistant general manager at Contigo, also in Austin.

    Step two to blissful rapport

    “Don’t worry – he’s one of us.” You know that feeling you get when you’re sure you’ve just met a like-minded individual and everything clicks?

    My “one of us” may be vastly different than yours. But we know, instinctually, whether or not someone is like us or not like us.

    The Ready to Sell the Lawnmower postcard is available under the Life Event Series in the Postcard section.

    “Rapport is established by creating a common ground with your guests that enable them to put you in the “like me” category,” David Hayden explains to food and beverage employees at TipsSquared.com.

    He goes on to explain that being perceived as one of your potential clients’ “good guys (or gals)” … “puts them at ease” and builds trust.

    So, how do you become a member of their tribe? Consider mirroring. Tony Robbins suggests that mirroring is the ideal technique to help you learn something new, be it a new habit or strategy.

    Author, trainer and business speaker Jeff Mowatt, takes it a step further by applying the technique to building rapport in sales and uses food and beverage workers trained in the technique, as examples.

    “Match your customer’s style,” he begins. “Pay attention to how your customer prefers to communicate and get in step. Does your customer prefer to get right down to business, or warm up by engaging in small talk?”

    “If your customer talks quickly and loudly, make an effort to match that energy,” and “if the other person talks softly, then you talk more softy,” he suggests.

    “If they lean forward, then you lean forward … In other words, you ‘mirror’ the other person’s tone of voice and body language.”

    Think about DeGeneres today. Aside from the big, bold personality, she’s someone with whom people connect. The same can be said for another one-time hospitality worker, Jorge Mario Bergoglio.

    A one-time nightclub bouncer in Buenos Aires, he is known today as Pope Francis. “The People’s Pope,” to many, he has made it his mission to build rapport across the globe.

    Being personable in the hospitality industry leads to immediate gratification in the form of higher tips.

    The Want More Time for Play postcard is available under the Life Event Series in the Postcard section.

    In real estate, the gratification is delayed. But, when it comes, it pays off in big bucks.

    Go after the Empty Nest niche market by sending the Want More Time for Play postcard from the Life Event Series.

    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

     

     

     

    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

     

     

     

    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

     

     

      We have a first and second place winner!

      A first-place iPhone 11 winner & a second-place $100 Gift Card winner!

      1. Congratulations Jesse Baxley on winning the iPhone 11!

      Jesse shared the following feedback with ProspectsPLUS!.

      “Fantastic service for real estate agents. Extremely user-friendly. Great customer service! I send out 100s of postcards a month and they haven’t let me down yet!

      If you’re a real estate agent and need to send out just listed or just sold postcards then this is the place!!”

      Jesse’s latest marketing pieces he’s sent out include – Property Showcase, Just Listed, and Just Sold Postcards.

      Property Showcase postcards, Just Listed and Just Sold postcards

      2.Congratulations Kurt Clements on winning our 2nd Prize $100 ProspectsPLUS! Gift Card!

      Kurt shared the following feedback with ProspectsPLUS!

      “Thank you, Kristin Morris, at ProspectsPLUS! Kristin walked me through my first mailer from start to finish.

      I can’t say enough good things about the customer service and hands-on approach I received. Thank you, Kristin Morris, and thank you ProspectsPLUS!”

      Kurt’s latest marketing pieces include – Free Reports and Get More Listings postcards.

      Free Reports and Get More Listings postcards.

      Take the lead from Jesse and Kurt send at least 100 marketing pieces to an area where you want more buyers and sellers!


      You might also like:

      Meet Your New 2020 Clients

      Meet Your 2020 Homebuying Client

      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!

        The new year is closing in, a time for resolutions and new beginnings; the ideal time to kick bad habits to the curb and create a kinder, gentler you.

        I once read a stream of responses to a Trulia blog post about real estate agents behaving badly. Responses from agents to the post included words such as “arrogant,” “inconsiderate,” and “dishonest” when describing the bad apples in their market.

        One agent commented that there are a number of agents in her market that she hopes she never has to do another deal with. “Those agents’ reputations are tarnished,” she said.

        I think it’s safe to say that the majority of real estate agents work diligently to protect not only their own reputations but that of the industry as a whole.

        But even one instance of having to make an excuse to a client for another agent’s actions is too many.

        If you’re an agent that finds it challenging to play nice with colleagues, make 2020 the year you rescue your reputation.

        The Agent Introduction postcards can be found in the postcard section under the Agent Introduction Series.
        Respond to voicemails and texts

        When I enter “Listing agents don’t return phone calls” into Google, the search engine returns “about 120,000,000 results.”

        One hundred twenty million results

        Embarrassed yet?

        Ben Sears, a flipper commenting at BiggerPockets.com, complained about one listing agent who ignored repeated messages left for her. In the end, “It took three weeks for my realtor [sic] to get a lockbox code on a property we’re looking at.”

        Can you imagine being the owner of that property, finding out that Ben wanted to make an offer but his agent’s calls to his or her agent went unanswered?

        “The listing agent won’t answer the phone,” he said. “Calls to the broker have been dead ends. They promise to forward messages but no calls back.”

        Ben’s agent is going to think twice about subjecting her future clients to the actions (or inactions) of this particular agent. Would you work with her?

        When agents don’t extend the professional courtesy of a return phone call to other agents, they are also doing irreparable harm to their clients. Ben, for instance, is an investor. His offer could’ve saved the homeowner from having the dreaded “foreclosure” on his credit record. As it is, the lender eventually took the home. All because the listing agent couldn’t be bothered to return phone calls.

        Open House/Property Flyers are located under the Flyers in the Property Flyer section.

        This is not only a breach of an agent’s fiduciary duties, but it’s a reputation crusher as well.

        Don’t even consider fluffing up property descriptions in the MLS

        Lying listings. Most agents who’ve been around a while have seen them. They describe a teardown as a “handyman special” and a dinky, claustrophobic condo as “cozy.”

        How is the buyer’s agent going to feel about you when she shows your listing that boasts of being “close to transportation” only to find that the home isn’t on public transportation, but backs to an airport runway?

        The one that truly drives other agents over the edge though, is the purposeful misclassification of townhomes and condos as single-family residences in the MLS.

        THAT one should be illegal. It’s sneaky and dishonest and a total time suck for the buyer’s agent who has to wade through the bulk they add to a listing search.

        If you are among the guilty, vow to do better this year. Your reputation will thank you for it.

        Don’t ghost other people’s clients

        If you’re strictly a buyers’ agent, and a new one at that, you can be forgiven (once) for not understanding the gyrations a homeowner goes through immediately after agreeing to a showing. Especially if the showing is last-minute and even more so if the homeowner has children and/or pets.

        It’s a race around the house, picking up, wiping up, dusting off, stowing, shoving, airing out – all the while trying to keep the kids and pets from undoing what he or she is so frantically trying to accomplish.

        Then the race to the car, the loading kids and pets into it and the drive off with no destination. Just driving, around and around, until they think the showing is over.

        Imagine how the homeowner feels when told that, after all that stress and effort, the agent and the buyer never showed up – and didn’t take the time to call and let the homeowner know they wouldn’t make it.

        Were I the homeowner, I’d leave a note on the door the entire time the home was on the market stating “Welcome Agents – Except Mary Smith with Whatever Realty. You are not allowed in my home. Ever.”

        The good news is that the real estate profession, which used to rank at the bottom of most-trusted lists, now sits slightly lower than the middle of the pack.

        We can thank journalists and members of Congress for sliding so far down that real estate agents were propelled upward in esteem.

        But agents, too, are trying harder, and that’s a good thing.

        Begin building new agent relationships with a ProspectsPLUS! holiday gift card.
        Give the gift of free marketing to the agents in your life.

        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

         

         

         

        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

         

         

         

        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

          A HOLIDAY GIFT FOR YOU
          To Ensure You Crush It in 2020!
          Get Them Calling YOU!
          With This Powerful Real Estate Direct Response Marketing Guide.

          There’s no better way to start the new year than armed with the tools that will make your 2020 goals happen!

          Discover the Following Insider Tips to Effective Direct Response Marketing Including:

          • Crucial steps to take before launching a campaign.
          • The number one ROI game-changer.
          • How to build trust and increase clients with ONE campaign.
          • Tricks to multiply your opportunities with Just Listed postcards.
          • Diagrams showing how to layout effective direct mail pieces.
          • Seven opportunities to target in your market – right now.
          • How to calculate the number of people you need in your Sphere of Influence.
          • How to calculate the ROI of your direct mail campaigns.
          • And much, much more.

          Take advantage of this FREE HOLIDAY GIFT from us and ensure your New Year is filled with compelling marketing that GETS RESULTS!

          GET YOUR FREE GIFT HERE

          Please reach out to our support team at 866.405.3638 if there is anything we can do to help you in your success.

          Happy Holidays!

          Your ProspectsPLUS! Team