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06 08.11
Phone: (319) 331-0744
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Phone: (319) 331-0744
E-Mail: Send An Email
This is a good article written by Jimmy Mackin – I suggest starting out with a website in which your blog is a page within in it. Your goal is to drive traffic to you website and to optimize your web site – Call me for more information how this can be a part of your real estate marketing plan!!!
Many Realtors® who are new to Blogging and Social Media do not know where to begin. A common mistake many Realtors® make is they try to do everything at once. I want to share with you the strategy we used to build our brand.
July 2nd, 2010 – we launched our Facebook Page.
Over the next 6 month, we focused all of our attention on connecting and engaging with our community. As a result of our efforts, we were able to consistently grow our Facebook Page month after month.
When we launched our blog (Jan 12, 2011)- we immediately started seeing traffic flowing in from our Facebook Page. In our first 108 days, we have driven in over 16,000 visits and 35,642 Pageviews. Our readership is growing by approx 30% per month.
The important takeaway here is that only 8.84% of our traffic is coming from the Search Engines.
We often think that the only way to drive in traffic is to rank well for relevant keyword phrases, we have found that there is an alternative marketing strategy that you can use that may help you get better results.
Realtors® would launch their blog, hope that Google would crawl their site, index their web pages, and “hopefully” rank their pages for highly relevant keyword phrases. This is a push and pray marketing approach - push out your content and pray that Google ranks your pages well.
The challenge many of us face with this approach is that we cannot control how well we rank for specific keyword phrases. We can optimize our sites until we are blue in the face, the fact remains, that ranking well for highly competitive keyword phrases very difficult.
Facebook allows us to take more of a proactive approach to building a following.
There are two very important distinction worth making
Establishing yourself as a resource for valuable information is a great way to attract followers. This doesn’t require you to create all of the content, you simply need to be a good curator. A perfect example of this is The Corcoran Group.
People are the engine that drives growth – not bots.
Hot hot hot!! Are you letting your clients in on this? Better let them know before someone else does!
Gone are the days when you can simply show up at a listing presentation with data from your MLS that shows comparable homes. Today’s savvy sellers require much more information. They expect an in-depth analysis of their local market. They want a customized marketing plan, tailored to their home and their needs. They want to know they are hiring an expert. And if your listing presentation isn’t one of your most powerful tools, you’re going to lose the listing.
One of my new coaching clients recently shared her frustration with me. She simply isn’t converting listing appointments into listings. The questions I asked her were: “Tell me what you have in your listing presentation, and show me what tools you use.”
Before she answered, I knew what the answer would be. Like most agents, she doesn’t have a structured listing presentation. Yes, she prepares a CMA, she has information about herself and about her company, she has sample flyers, and she talks about her website. But very few agents have what I consider a powerful listing presentation.
Here are my ten tips for success at your next listing presentation:
1. Get organized! The better prepared you are, the more confident you will become. Do your research. Prepare your tools. Put everything in order. When you know you are as ready as you need to be, your confidence will come through.
2. Always follow an agenda. Let potential clients know you are organized. Show them that you have a system and that there are important items that must be discussed. When you have an agenda, everyone will be ready for a comprehensive discussion. The beauty of an agenda is two-fold: you won’t forget to cover key issues, and you can involve the sellers by allowing them to determine where they want to begin the discussion. Their answer will provide you with valuable information about their needs and concerns.
3. Grab a potential client’s attention early. Use visual “props”! Props are simply visual tools, but they are an essential (and often neglected!) ingredient in a powerful listing presentation. I know lots of agents these days think that their laptop is all they really need. While it may seem cool to show your “stuff” on a laptop, even today in our tech-savvy world most people still want something they can see and touch. Visual props will absolutely grab their attention.
4. Have a “toolbox” of props and use them with care. There are five essential categories you must cover in every listing presentation. You need tools for each one, based on what today’s sellers care about. Those five categories are:
a. Price
b. Communication
c. Technology
d. Marketing
e. Photography and Home Presentation
When your toolbox has several tools that cover each of the five essential categories, then you will have the beginning of a powerful listing presentation.
5. Let your clients know how you work. With few exceptions, we humans are not mind readers. We make assumptions based on past experience. Potential sellers may have preconceived notions about how ‘every’ agent works (or doesn’t work, as the case may be). Tell them exactly what you are going to do, when you are going to do it, and what systems you have in place to make sure you do what you say you will do for them.
6. Speak and present to everyone at the appointment. I cannot tell you the number of times I have observed a listing presentation where the agent focused on one person, and ignored everyone else in the room. It’s natural to focus on the person you have the best rapport with; however, you must focus on others as well. Part of your success will depend on building rapport with everyone in the room. Regardless of who the final decision maker might be, you must connect with all parties.
7. Adjust your presentation based on “signals”. Communication is more than just speaking words to each other; body language plays a huge role. If you sense that someone is impatient, you may need to speed up so you don’t frustrate them. If you sense that someone is confused, or is asking a lot of questions, you absolutely have to slow down. A truly good presenter is skilled at reading non-verbal clues, and responding accordingly.
8. Keep your presentation short and to the point. I’m often asked, “But if I have a lot of props, won’t that increase the presentation time?” The answer is a resounding “NO”. It takes less time to explain things when you have visual tools to refer to. Just as illustrations supplement a book, your props will help potential clients understand your point more quickly than words alone.
9. Choose your tools carefully. While I want you to have several tools or props for each category of your listing presentation, I don’t necessarily want you to pull out each and every tool at every listing presentation. You wouldn’t expect a plumber to bring in his entire truck full of tools into your house, just to fix your leaky kitchen sink. Determine ahead of time which tools will be the most appropriate for each presentation, based on factors like the clients’ personality, the market, and the property.
10. Practice makes perfect. I am constantly amazed at how poorly agents present when they’re not prepared. I am equally amazed at how well an agent will present when they are polished, confident and professional. Agents who understand the value of role-play, and who practice their presentation regularly with others, are the agents who will ultimately be hired by a seller.
If you find yourself competing for listings (and who doesn’t!), the way to get hired is to confidently and professionally articulate your value through your listing presentation. Remember this: a powerful presentation will win every time.
This is the first Zebra Report in a 7-part series about successful listing presentations. In the coming weeks I’ll break down each component of a presentation, including Pricing, Communication, Technology, Marketing, and Photography & Home Presentation. I’ll explain exactly what information you must include in your presentation, and what “props” you must have in your tool box. Look for Category 1: Pricing next week!
By Denise Lones CSP, M.I.R.M., CDEI - The founding partner of The Lones Group, Denise Lones, brings over two decades of experience in the real estate industry. With expertise in strategic marketing, business analysis, branding, new home project planning, product development, and agent/broker training, Denise is nationally recognized as the source for all things “real estate”. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.
By Rieva Lesonsky
As the nation follows the events in the wake of the major earthquake in Japan, one thing that comes to mind for a small business owner is “How would my business be affected by an event this big?” But a disaster doesn’t have to be a 9.0 on the Richter scale to affect your business in just as damaging a fashion. A burst pipe that floods your building or a fire that breaks out in your office park can have devastating effects if you’re not prepared.
Here are some steps to take:
Create a disaster plan. What should employees do if a disaster occurs while they’re in the office? Figure out how you’ll get everyone out, who will be in charge and where the safest area to evacuate to might be. Depending on the types of natural disasters in your area, you may want to store some extra food, water, flashlights and other emergency supplies in case people can’t leave your location.
Create a communication plan. If you can’t access your office or store, what will you do? Fortunately, it’s easier than ever to run your business from anywhere these days. Create a backup plan for how you and your employees would communicate with each other in an emergency. How would you handle customer calls or inquiries?
Back up your data. The key puzzle piece in running your business remotely is having access to your data. Today’s “cloud computing” backup solutions not only back up your critical data online (so it’s safe from any mishaps that occur in your office), but many of them also make it accessible to you from anywhere in the world.
Make sure you’re covered. Talk to your business’s insurance agent to make sure you have adequate coverage. Many entrepreneurs forget to update insurance as their businesses grow, so the coverage you signed up for five years ago may no longer be enough for your needs. Some insurers also offer business income interruption and extra expense insurance, which may replace lost income when your business goes through downtime due to a covered disaster.
Spread the wealth. Disasters in another part of the country or world can bring your business to a halt if a key supplier is affected. To prevent this, never buy all your products or supplies from one supplier. Spread them around to different parts of the country, so you have a backup in case one vendor can’t meet your needs. Before doing business with a new supplier, it’s also smart to ask what disaster plans they have in place.
A real estate professional in North Liberty, IA. Sandra Jean Bild, owner of Bild a Better Business, is Licensed as "Bild Real Estate" in the State of Iowa.
Contact me today to find out how you can "BILD" your business!
Phone: (319) 331-0744
E-Mail: Send An Email
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