One way to really ensure your open house is a huge success is to use the Cloud CMA App. Sending a complete property report, CMA and neighborhood profiles via an instant text message is much more powerful than a plain flyer. Using the Cloud CMA App is easy. Just set up the property report prior to opening up the property for the open house and when prospects visit your open house you text them a powerful report that outlines the property as detailed from the MLS, neighborhood report and surrounding homes for sale. This simple app can generate a ton of leads. The presentation below walks you through the entire set up and how to for this app. It’s from our “Appetite For Success” MEC series. Click to download the presentation. If you don’t have Microsoft Powerpoint you can download the viewer for free that will allow you to view this presentation.
Real estate marketing in the digital world can be confusing at best. Most agents try everything and anything they read and or hear about to find their way through this social craze and online exploration we call the digital consumer. One thing is for sure. Myths seem to find their way into our business practice nearly every day. I am always surprised when agents tell me they heard this or they heard that about the online marketing world. You might be surprised yourself to learn the 3 biggest Myths I learned about this last year. these very Myths are misleading you down the wrong path and one filled with frustration. No worries. I am here to set you straight and get you on the path to success again.
Whether you are new to digital marketing and just getting started or perhaps you are a seasoned pro, you may have tried a variety of organizational and marketing tasks hoping to arrive at the perfect system that helps put your digital tasks on autopilot to let you do what you do best: SELL! The Front Porch Report is an awesome “Do It For You” marketing system that takes the challenge of understanding the when, how and why out of your daily tasks, I strongly believe agents should empower assistance and or hire marketing platforms that do it for them. Stop wasting money (Which we all know time is money) on tasks below your “Pay Scale”
Myth #1: CRMs don’t work
We know that NAR states that 40-50% of real estate leads come from referrals from people you know or from repeat clients. I’ve implemented plenty of CRM (contact relationship management) systems in my day. I think it is absolutely mandatory you understand and use a digital CRM platform vs. the old system (email, sticky notes, excel spreadsheets, etc.). This is not to say that a handwritten note once in awhile almost always seals the relationship and takes it to another level. Having said that, the system that you may have selected may not be the best or easiest system to use. It may not be the best for your industry, your mind type.
CRM systems DO WORK if they are well selected and implemented. Today’s CRMs are not the same as even a few years ago. The evolving nature of automated drip campaigns as really elevated the value of CRMS into a must-have in order to NOT let any your leads or referrals sources get lost in your digital ecosystem and automatically helps keep you top of mind while you’re out selling, selling, selling. There are many options to choose from and it’s imperative to find the right CRM for you, the way you work, what reports you want and what workflow processes match the way you manage your day-to-day business. After you pick the right one, to get the value out of the software you selected, you must COMMIT to using it and it alone for all your contact data and communication needs. This paradigm shift can take a good 30 days so make sure you give it the time it needs to be successful and you feel really comfortable with using your new software. Trust me when I tell you, you will not be disappointed.
In almost all CRM eFarming drip campaign newsletter providers I see the same thing. Real Estate, Real Estate, Real Estate! Yes you read right. Stop sending your client’s all real estate related material. The occasional market update is fine but everything you send them should not be real estate related. Why companies can’t figure this out is beyond me. Let’s take The Front Porch Report Daily Posts and Weekly Email as an example. We focus on three primary subjects, Home, Health and Wealth. These three topics are proven winners for engagement in the social world of marketing. This means more people will like your posts and click through to the stories if they involve their lifestyle. Nutrition, fitness, recipes, inspiration, travel, good eats, decor, design etc are all hot topics that create engagement with your consumer. Real Estate related stories are advertising. This advertising should be sprinkled in between the articles. When done right. Magic happens. Your sphere grows, and referrals happen.
Myth #2: I’ve tried Facebook and it doesn’t work
I love it when I hear this. There are so many questions I ask following hearing this response. like “what did you try?” and “why do you say it didn’t work?” The responses I hear are typically “I have a Facebook and I post on it but I never get leads from it.” Implementing HOW you can make it work for you takes time and knowledge. The sad part is that as SOON as you think you’ve mastered Facebook for business, it changes. Facebook is one of the fastest evolving advertising platforms around. That’s right, I said advertising. After tasting the sweet fruit of organic and free traffic / visibility / connectivity on Facebook, they have flipped the script and are making businesses pay for reach (not new news / not surprising).
Facebook is simply The single most powerful tool in advertising right now. You can find exactly who you want to target (age, income, homeowner/not), where you want to target them (location, The ability to target and reach your intended audience is beyond amazing and is a marketing professional’s dream come true. Most business owners who want to use Facebook use as a blow horn to say “HEY, COME BUY FROM ME!” You have to understand the nature of today’s performing marketing practices is all about creating compelling value and authentic relationships. Then, you have to understand the Facebook platform and why people are there. They are on Facebook to connect and engage. If you are hitting COLD traffic with COME BUY FROM ME type of messaging, then don’t be surprised when you aren’t getting any clicks / leads. Advertising has evolved and you have to evolve with it or be left behind.
Facebook is the single most important platform you should be using. Think of your Facebook feed as a place to Datamine. This means sit in front of your computer or on your phone and look for opportunity to engage. Each and every opportunity is a chance to build on your relationship and get their commitment to use your services when the time comes. Take it to another level. Don’t just “Like”, “Comment” or “Share” this engagement. Reach out. Grab a note card from your desk and send them a handwritten note congratulating them on their accomplishment and or event that has just taken place. I call this “eBuffini” them. Birthdays, anniversary’s that’s the easy stuff. Look for job changes, accomplishments, send notes about how a post made you feel good. This is the magic formula to building referrals from social media.
Myth #3: The more websites the better
NAR states that on average 9-10% of real estate leads come from organic searches. I don’t think I’ve talked to an agent/broker that has less than 5 website domain addresses. Many have upwards of 10+ with roughly 5 emails addresses they are managing. They’ve left various firms and joined others or opened their own. There was a time when owning “YourTownHomeForsale” made sense. Not anymore. Where is the consumer looking for homes? ZILLOW with 80+ million visitors a month. We only sell 5 million homes a year and yet 80 million visitors monthly are searching. That’s a lot of dead leads…
More is not always better! Google is one really smart search engine. He’s getting smarter every year. Google dominates search with 66% of the search market and when Bing and Yahoo, they collectively make up 32% of the search market. You might be operating off of old SEO (search engine optimization) information when you think that more domains are better. Google releases 2+ algorithm updates a year. He knows which websites are trying to game the SEO system to reach higher organic (free) SERP (search engine results page) rankings and dings them for it. Google local is a whole other animal and there are professionals and software system specifically dedicated to helping users get found in the Google local pack in the top right corner. Submitting your business to Google as a REALTOR with RE/MAX Gold is a sure way to get noticed and indexed fast.
Your name as a domain website is probably the most important website you can own. And really the only one you need to own. Unless you are a SEO wiz and creating website landing pages sound fun to you. Stick with your name. You might be surprised how easy it is to get your name as a domain. Even if you have a very common name. jim Smith. Instead of trying to get jimsmith.com which will not be available. try Jim-Smtih-Real-Estate.com Use hyphens to seperate the words. This really helps when people are searching for you. Consumers no longer call phone numbers. they search fro you on Google. The Google the address. Finding you is your end result. Think of how you type in to find someone online. You don’t type in jimsmith, you type Jim Smith. You use spaces. Hyphens tell Google and other search engines “Space” This creates more accurate searches. Try it and watch your business grow.
Hopefully these three tips will clear up some misguidance you have received over the last year. I still strongly recommend you work towards having this whole marketing stuff done for you. Front Porch report does it for you for $100/monthly. Try it today.
Don't think of prospecting for leads as just another routine task. Instead, think of prospecting as a gateway to endless income possibilities and an essential part of growing a thriving real estate business.
To truly benefit from prospecting you must be willing to put yourself out there and try new things. If you're ready to make more money and prospect for leads in a whole new way, here are 117 lead generating activities you should try
1 Open houses
2 Floor duty
3 Door knocking
4 Pop by’s (individual & business)
5 Direct mail
8 Phone calls
9 Face-to-face meetings &
10 Hand written notes
12 Expireds & Withdrawns
13 Client Appreciation Party
15 Networking Events
16 Coach your kid’s soccer team, etc.
17 Annual updates (CMA’s)
18 Circle prospecting (5x5’s)
19 Meetings w/Human Resource Directors
20 Relocation opportunities/tours
21 Print advertising (newspaper or magazines) 22
Social media—pulling & pushing info
24 Hand out business cards
25 Email drip campaigns
26 8x8 campaigns
27 REO/HUD/bank listings
28 Attend the public trustee sale
29 Send notes to homes “for rent” as possible
30 Trade shows/homes shows
31 Host an informational seminar/talk
32 Network with affiliate providers
(CPA’s, attorneys, insurance agent)
33 Put your nametag on or logowear and
go somewhere where there are people to talk to!34
Preview properties (know the
inventory) — leave your business card
for the Seller
35 Work short sales and pre-foreclosure properties
36 Enroll in a class or a new hobby to meet people
37 Join a book club
38 Target renters (non-owner occupied)
39 Mail home anniversary cards
40 Send letters to out of town rental owners to
check up on their property (take photos) & do a
41 Write an informational article for the newspaper
43 Bus benches, grocery carts, and billboards (can
44 Create and hand out a personal brochure
45 Radio campaigns—see if you can be a guest on a
46 Attend a “meet-up” (meetup.com)
47 Give your vendors your business cards
to hand out (hair dresser, nail salon)
48 Learn a new part of this business
(commercial, vacant land, new construction) —
look for referral opportunities with other agents in
attendance & share business leads
50 Interview people you want to meet to broaden
your sphere of influence
51 Go to charity events and meet new people
52 Mail sports cards/calendars
53 Do a drawing to capture names
54 Create and maintain your website profile;
create a customized website
55 Capture and follow up with internet leads
(follow-up is the key!)
56 Host a networking group yourself (lunch for
57 Maintain your mailing list — always look for
who you can legitimately add to your list!
58 Farm a neighborhood
59 Work out of state referrals
60 Take care of your current clients—ask them
61 MySite (automated search program through
MLS) for everyone!
62 Schedule a public speaking opportunity at a
63 Adopt a school—take them treats and pop
64 Prospect in laundromats—usually tenants are
“hanging out” there!
65 Wedding announcements — are they
interested in buying a home?
66 Baby announcements—do they need more
67 Work with attorneys to prospect for divorce
and estate transactions
68 Send holiday cards (not just the “usual” ones
— do “odd” ones)
69 Get a wrap or magnetic sign for your car
70 Create videos — use to highlight the area or
yourself (link to internet)
71 Host a “house warming” party for your client
after closing — get their friends’ names for your
81 Give your business card to your waitress when
you eat out (tip well)
83 Work with people who are retiring or
downsizing (investment advisor or assisted living
84 Pay for the person behind you at the drive
through—give them your card
85 Sponsor something and ask if you can attend
or have a table at the event!
86 Visit with marriage counselors— perhaps they
have clients who can’t reconcile and need to sell?
87 Make a float and participate in the 4th of July
or Christmas parade
88 Host an educational/information session (i.e.
redecorating tips,landscaping ideas, etc.)—”show
& tell” for your clients
89 Walk a neighborhood and put up door hangers
90 Send out a time change postcard
91 Send a Just Listed postcard to a move up
neighborhood (if you don’t have a listing, “borrow
92 Facebook ads
93 Target a niche — condo buyers, horse
property, veterans, 1st time home buyers, etc.
94 Hand out notepads or other “schwag” at a
large open air event like the Arts
Picnic or Farmer’s Market
95 Ask for referrals!
96 Gather testimonials & send to your clients
97 Ask a “busy” agent if you can put your rider on
one of their signs or advertising some of their
98 Buyer “needs” — send postcard to the area
asking for listings
99 Call out-of-area listing agents and see if they
would like some showing help for a referral fee
100 Send “Just Solds” postcard (multiple homes)
to an area to solicit listings
101 Get names from the Chamber and send an erelocation
102 Work garage sales (they’re cleaning up, do
they want to move?)
103 Purchase tickets to an event & offer to your
104 Host a tour of homes (multiple open houses)
105 Teach a class on buying rental property with
a property management company
106 Target kiddie-condo investors @ UNC/
107 Call capture programs (800 numbers)
108 Craigslist leads
109 Talk to car dealers—people qualifying to buy
a car may also qualify to buy a home!
110 Contact HOA management companies for
111 Visit with new construction representatives—
sometimes they don’t want to take listings
112 Courts could be a place to prospect—
evictions, probate, divorce, tax liens, and code
113 Partner with a local business and send a
coupon to your sphere of influence
114 Put up information on bulletin boards at
coffee shops or grocery stores
115 Talk to your newspaper or postal carriers
about vacant homes
116 Work in a coffee shop and put up a tent card
that you’ll buy customers a cup of coffee!
117 Meet other Realtors at classes or conventions
and ask for their referrals
This is a 7 part series of all the slides used for the APPetite For Success MEC’s with Don McDonald. Please right click and download the ones you wish to review. If you do not have Powerpoint installed on your computer you can download the Microsoft Powerpoint Viewer for FREE and watch all these presentations. I hope you enjoy these and as always feel free to post a comment and tell us what tool you are using to grow your business.
PART ONE: Using Cloud CMA as a Home Value Landing Page and Generating Leads
PART TWO: Boosting Your Cloud CMA Post on Facebook
PART THREE: Using Cloud CMA at Your Next Open House
PART FOUR: Getting Your Business On Google
PART FIVE: Using Tweet Deck to Generate FREE Leads
PART SIX: Using SkySlope to Protect Your _ _ _
PART SEVEN: Sending a Private Message Through Gold Connect
Below is the wording for use with a absentee owner. I have included a finished PDF version for review as well as the original in word.doc for your use. Download and go get’em…
[CITY NAME] Real Estate Market Update
Have you thought about selling your investment property over the last five years? Here are five reasons now may be the time.
1. We are currently experiencing a housing recovery and the market may be much different now compared to when your property was for sale. Here are some stats, according to CoreLogic: National Homes Prices Rose by 5.6 Percent Year Over Year in February 2015. This change represents the biggest increase since May 2006.
2. The inventory of available homes for sale is a fraction of what it was just one year ago, making the competition among sellers considerably lower. [IF POSSIBLE, INSERT INVENTORY STATISTICS FOR YOUR MARKET]
3. Mortgage interest rates are still at record lows, making homeownership more affordable and bringing new buyers into the market.
4. Rental rates have been rising dramatically, making renters enter the buyers market.
5. Buyer confidence is at the highest level in years, and there is a pent-up demand of new buyers who have been waiting for the market to improve.
I handle the headache and specialize in selling homes for out-of-state owners. You can even leave your tenant in the home in most cases. Contact me for a free valuation of your property or to find out what makes me different from my competition.
MEC Event: Leads, Leads, Leads! Marin, Napa, Sonoma, Solano and Yolo County
RE/MAX Gold Director of Marketing and MEC Coach, Don McDonald will be delivering 90 minutes of Lead Generating advice and material including over 10 lead generating sources you can put into practice today. Join us at NSCAR Building on Wed. At 10am, we’ll be providing coffee and a power snack. Go here to RSVP: rem.ax/1mG0Ce2
Agents Receive Free Websites and Lead Management System
December 02, 2015
“These new tools reflect significant changes in online consumer behavior. Mobile usage of remax.com has more than doubled in just two years and it’s important for RE/MAX agents to be accessible to their clients,” said Tim Drouillard, Senior Vice President, Information Technology at RE/MAX, LLC.“Responsive websites and a customer relationship management system (CRM) that are both mobile friendly makes it easier for RE/MAX agents and their clients to get access to the information they need quickly.”
Single page websites created by Homes.com will provide agents and offices a fresh contemporary design with intuitive functionality. Sites will be pre-populated with agent information, but feature the ability to modify design elements and add personal information, including agent promotional videos, and reviews. Social broadcasting and social prospecting combined with social media platforms provide agents new tools to stay in touch with clients and ultimately build their businesses.
“Adapting to consumer interests, RE/MAX agents will be better equipped to provide a higher level of customer service in a very competitive real estate environment,” Drouillard added.
RE/MAX LeadStreet, the online lead management and CRM system, has also been upgraded to a mobile responsive design. Agents will now be able to interact with their listings, contacts, and leads through their mobile devices and gain the added benefit of consolidating their internet leads into a single online system.
LeadStreet will continue to provide agents with leads from remax.com and their single page websites with no referral fees. LeadStreet has supplied RE/MAX agents with over 15 million referral free leads since it was first launched in 2006.
Today’s introduction of responsive websites and innovative LeadStreet enhancements are Phase One of a larger technology initiative being developed by RE/MAX, LLC. In Q1 2016, Phase Two will launch with a newly designed remax.com with improved mobile functionality. Remax.com was the most visited real estate franchise website in the first half of 2015, according to Experian Hitwise Marketing Services data.
RE/MAX was founded in 1973 by Dave and Gail Liniger, with an innovative, entrepreneurial culture affording its agents and franchisees the flexibility to operate their businesses with great independence. Over 100,000 agents provide RE/MAX a global reach of nearly 100 countries. When measured by residential transaction sides, nobody sells more real estate than RE/MAX.
RE/MAX, LLC, one of the world’s leading franchisors of real estate brokerage services, is a wholly-owned subsidiary of RMCO, LLC, which is controlled and managed by RE/MAX Holdings, Inc. (NYSE:RMAX).
With a passion for the communities in which its agents live and work, RE/MAX is proud to have raised more than $150 million for Children’s Miracle Network Hospitals® and other charities.
Now that many of our agents are using Cloud CMA I want to share with you one of the best tools available with your Cloud CMA Subscription. Cloud CMA is so much more than a Comparative Market Analysis tool for your listing presentations. Don’t get me wrong, its greatest feature is the CMA. However, there are many more uses this product is good for. One of them is generating home value leads. The market is hot and home values are on the top of every consumers mind. Using the Cloud CMA Home Value API Key is a sure way you can start getting seller leads today on your website.
Below I will give you each step for setting this up on your website. First take a peek at how it looks and how it works. Click on the photo below and go visit the site yourself.
Step 1: Log on to your Cloud CMA Account. (If you are a RE/MAX Gold Agent you can activate a new account right now by going here: https://cloudcma.com/signup/
Step 2: Select the API link on the setting page.
Step 3: Scroll to the bottom of the Cloud CMA API Page to where it say “API BUTTONS”. As a side note, you can click on the social icons and actually post this home value page to your Facebook, Twitter or Pinterest page right from here as well. Pretty Cool! What I want you to do is cut and past the “URL” link in the box into a new open browser tab on your computer.
Step 4: Once you have pasted the link into a new browser you should see this page.
Step 10: In the same screen, put the number 3 in the “Sort Value Box”. This tells the website where along the navigation bar to put the button. Three is a good value as it will make the link the second or third in line.
Your final page should look like this. Or somewhat different given you might be using a different template design and your site will look very different. The results will be the same in that the button should show up.
I hope this helps you grow your business and generate seller leads. If there are other topics and or tools you would like to learn about, leave a comment below. I do my best to share the many way RE/MAX and RE/MAX Gold work hard at providing the tools and resources for you to grow and develop your business. Cheers!
Don’t get confused between being a salesperson and a customer service rep. Here’s how to give the client what they want while getting something in return
As the real estate world changes and more and more potential buyers and sellers are spending their time online, the need for the practitioner to know how to convert leads is more important than ever. As the head of a company that has thousands of coaching students and a marketing wing that does nothing but create leads for people, I get inundated with questions on a regular basis about the best way to convert these leads.
What’s interesting is that as the industry as a whole evolves, the more it actually stays the same. We are still a people business that thrives on relationships — and that will never change. This is evidenced by the fact that, according to the National Association of REALTORS®’ 2014 Profile of Home Buyers and Sellers, 68 percent of people work with the first pro they have an actual conversation with in person.
Knowing this, the real question is: How do we get consumers to reply to us so we can create a conversation? Here are four easy steps to do that:
Leave Something Out
One of the biggest mistakes I see so many agents make is to fully answer the questions that leads send them. Yes, I know that sounds counterproductive, and you think you should always give them what they asked for so that you provide the best customer service that you possibly can. But if you do that off the bat, do they have any other reason to reply to you and get you one step closer to that conversation you’re after?
Here’s how this works. If they ask about the yard and the kitchen, then tell them everything there is to know about the kitchen. But end with something like, “Oh my God! There is something about the yard that you have to know about! What’s the best way to reach you right now?” Don’t be afraid to use a cliffhanger in your response, but make sure to actually have something cool to tell them.
Keep Your Signature Brief and Add ‘Sent from iPhone’
I know it sounds crazy, but believe it or not, some people don’t want to talk to an agent. It doesn’t make much sense, since they inquired about a house or something similar, but it’s true. That’s why it’s not always a great idea to have on every one of your e-mails a signature that’s long or longer than the actual e-mail itself. Instead, try responding to potential buyers and sellers with an e-mail that has just your name at the end of it — at least until you have built some trust with them.
If you really want to take it to the next level, have a line below your name that says “sent from iPhone” or whatever device you use. It will make them think that you actually just took the time to respond from wherever you are, even if you didn’t.
Respond Within Five Minutes
I don’t think we have to spend a lot of time on this one, as it’s pretty well understood that if you want to have a better chance at converting leads, you need to get back to them as soon as they reach out for info. In fact, according to InsideSales.com, you are nine times more likely to convert an Internet lead when you respond within five minutes. Enough said. If you aren’t able to do this yourself, you may want to consider hiring someone who can dedicate all of their time to this important job.
Don’t Forget to Close!
Too many salespeople in our field are starting to confuse the difference between a salesperson and a customer service representative. Customer service is a part of your job, but it is not what your job is. You are in real estate sales, not real estate customer service, and that means that you need to close the lead conversion.
You don’t have to close by being slimy or disrespectful. If you believe in what you do and that you are the customer’s best option, then this shouldn’t be such an issue. But you can’t close with lingo that consumers don’t even understand, such as: “When could I come by for a comparative market analysis?” What does that even mean and how long is that going to take?!?!
If someone contacts you inquiring about the value of their home, ask them if they wouldn’t mind you coming by for a quick five-minute price consultation to make sure that you get them the most accurate value possible. You’ll be amazed how much more willing people are to give you five minutes to get what they want than they are to let you come through for a comparative market analysis for an hour.
Found this article from: Jared James is the CEO and founder of Jared James Enterprises (JJE) and travels around North America speaking to and coaching REALTORS®. Connect with Jared at www.jaredjamestoday.com, on facebook.com/jaredjamestoday, or follow him on Twitter @jaredjamestoday.