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Friday, December 6, 2013
3 Buyer Myths Debunked
Today I wanted to talk to you about buyer myths among real estate agents. If any of you have had the opportunity to go to Sue Adler’s Hear It Direct Consumer Panel, you will know what I’m talking about. Sue actually has a group of buyers and sellers who have actually bought and sold a home on stage. She asks them a bunch of questions and they give some brutally honest and direct answers to those questions. With these honest answers, we were able to dispel a lot of myths we had as real estate agents.
The most prevalent myth that was debunked was that today’s buyers are too busy for a consultation. I think you really need to ask yourself as a real estate professional “is a buyer consultation is part of your teams practice?” We have really been implanting this in the last few months as a real estate team and having the buyers coming into the office. By having answering buyer’s questions and resolving any concerns they have about the home buying process, we’ve received surprising results and positive feedback. We’ve found that if buyers aren’t willing to come into the office on their time and their gas, they aren’t serious buyers.
The second myth is that consumers know we have their best interest at heart. Most people don’t know we have their best interest at heart until you earn their trust. Are you selling the customer instead of educating and consulting? You have to move away from selling yourself, answering questions in an open and honest way will earn their trust. The final myth is that the “Google Generation” doesn’t need you. The mindset of this generation is that they want to work with you on their time and when they are ready. However, they absolutely want to work with a real estate professional but they do not want to be pushed.
If you are interested in hearing the Hear It Direct conference, you can find the schedule on Google. If you want to discuss these myths, call me at (203) 980-6886 or email me at email@example.com.
Thanks and have a great day!
Monday, November 18, 2013
How You Can Work Less and Sell More
Today I wanted to talk about the predictability in your real estate career. In the beginning, most people think they can handle all the tasks of their business (I know, I was the same way). When I started, I believed I could be an expert photographer, an expert with buyers and sellers, writing contracts, etc. The truth of the matter is that there is only some much time you have in one day to accomplish all of those tasks.
The key is to surround yourself with a team of real estate professionals. Once I created a team under the umbrella of Carbutti & Co. This allowed me to focus more on my business rather than in it. I no longer have that roller coaster of business where it goes from being very busy to very slow and so on. I have a very predictable business now and I am selling more homes and working less hours.
If you would like to sit down and learn how I developed my team and structure, give me a call or send me an email and we can get together. Thanks and have a great day!
Friday, October 25, 2013
How You Can Take Your Business to the Next Level
Welcome back to our agent training blog where we bring you relevant information to increase your business and sell more houses. I am a firm believer in dialogues and scripts. Many agents have dialogues and scripts, but one of the most important aspects of the business is role playing and setting up appointments. For example, every Thursday night we have role playing classes from 7-9pm using Dirk Zeller’s Real Estate Champions (Dirk provides great strategies and tactics for converting the buyer over the phone). One of our newest agents attended and felt a little foolish with the role playing at first, but we continued over and over until she took the dialogue and made it her own. The following day, she hit all the leads she had gathered and was able to book showings the very next morning. She was amazed with how well the practice paid off.
Agents are constantly asking me about what they can do to take their business to the next level. Role playing and sharpening your soft skills are essential for doing so. If you would like the scripts that the agent used to book the listing, call me at (203) 980-6886 or email me and I will send them right over to you. Thanks for watching!
Thursday, September 26, 2013
Do you have a real estate coach?
Welcome back to my video blog! As you know, I am a firm believer in real estate coaching. When I first started my career, I thought I had to learn everything on my own.
The truth is there is plenty of people who can help you become a better agent and build your business. That’s why we want to create a mastermind group of 8-10 individuals. It doesn’t matter whom you work for. We’ll meet once a month to discuss strategies, concerns, failures, successes, etc.
If this is something you are interested in, please give me a call or send me an email! Thanks for watching!
Tuesday, September 17, 2013
Being the Best That You Can Be
Hey, guys! Welcome back to my video blog!
Today, I wanted to go over Mike Ferry’s concept of ‘Being the Best That You Can Be’ I’ve talked about Mike in past blog posts; he is a great real estate coach and has been a mentor to me.
These are some basic elements to his philosophy on being the best real estate agent.
1. Blind faith in your coach. We’ve talked about this before, but it’s important to trust your coach.
2. Forgetting past failures. Don’t dwell on mistakes you have made. Learn from them and move on!
3. Positive support group. You need more than just a mastermind group, you need a girlfriend, spouse, family, etc. who support you.
4. Set small achievable goals. Having large goals is important, but it’s the daily and weekly goals that get you there.
5. Lookout for small victories. I especially like this one. Find the positive in each day.
6. Where you came from doesn’t have to dictate where you are going. You are the master of your destiny.
These are just some of Mike Ferry’s points on being the best you can be. If you want to know more, please give me a call or email me!
Thanks for watching!
Friday, September 6, 2013
The Success of Facebook Paid Advertising
Hey, guys. We are always looking for new ways to market ourselves. Well, last week I used Facebook in a way I never had before.
I’ve had a profile for my business for a number of years, but I had never created a paid advertisement. Last week, I created an ad for a new seller’s capture tool. The seller signs up and finds out the value of their home. In return, we get all their contact information.
I created the target audience and it then posted to the right-hand side of their Facebook page.
Guess what? In the first 40 minutes I got a seller’s lead! She had a larger home, was remodeling the bathroom, didn’t have a mortgage and wanted to downsize to a condo.
Since last week, we’ve had seven seller’s leads and it was all from that Facebook ad that cost me less than $50.
I encourage you to check it out! If you are interested in finding out more about the ad I ran, please give me a call!
Thursday, August 15, 2013
Today, I wanted to focus on marketing strategies. We all know that technology is a huge part of our industry, but I think a lot of agents are relying on it too much to bring them business. Technology is great, but we are forgetting about the basics.
What do I mean by basics? One of the most powerful ways to market you and your business is direct response marketing through the mail. It is so powerful and so effective if it is done correctly and consistently.
Every 5-6 weeks I send a postcard to 1,789 homes. On the front of the card is my picture, my name, my logo, my contact information and couple of my unique selling propositions:
- I sell 92% of the homes I list.
- I guarantee to sell your home or you can fire me at any time, no questions asked.
On the back of the card it says “How to know what your home is worth today” followed by my website and contact information.
You would be surprised at the number of people who pick up their phone and call me. This postcard landed me two listing appointments just this week.
You might be thinking you don’t have the time to send out 2,000 post cards every month. I don’t do this myself! I pay a onetime monthly fee to an outside vendor and they do everything for me: the addresses, the mailings and the ad copy. All I do is set a schedule and the vendor follows it.
Let’s look at the numbers. If I send to 1,789 homes and have at least a 5 percent turnover rate in a 12-month period, that’s potentially 89 listings. You want to send to at least a list of 500 addresses.
If you want more information on our program and how it’s working for me, just shoot me quick email or give me a call!
Thanks for watching!