Thursday, March 22, 2012

If you're going to eat it, don't nibble

At some point, you're going to have to jump in. Business is tough. It's tougher when you're not committed to success. What's holding you back? Fear? Lack of plan?

As a trainer I get to meet a lot of people. They're all different with different learning styles. Beside how they learn, they're all the same. All people come to training with their own dreams and desires. Some people, however, go beyond dreaming. They have their dreams and desires organized as specific goals and some don't. It sounds tedious to the dreamer but it's essential. Taking defined goals and creating steps and action plans to achieve dreams is critical to success.

It's funny though, successful people not only know what they want and have a plan to get it they all have pulled the trigger. They're living the dream. They're doing what it takes to achieve their goals by implementing their plans.

Do you have your goals and plans? It sounds like you're ready. Quit nibbling and take a big bite! You'll be glad you did.

Wednesday, March 21, 2012

Use Social Network Sites to Research New Prospects

Social sites aren’t just for talking but for listening. Social networks provide excellent opportunities for real estate agents to search for people who are talking about making a move. Searching this way enables agents to make contact with people they may not yet know who are planning a move. Spend a few minutes (that’s all) each day searching your social media sites looking for people who are planning a move.

Think about who may be moving…

Anyone who has had a life event may be considering a move. Someone who has just graduated, had a baby, landed a new job, had children move out, etc. are all excellent prospects.

Searching is quick and easy when you know how to do it.

Start with the largest social media site, Facebook. At the top of the page is the search box. Type

what you are looking for in quotation marks. Here’s an example, let’s look for “moving to Houston” It’s important that you click on the magnifying glass to start the search instead of just hitting enter. Next decide what group to target. On the left side of the page are Search Filters. Start with Posts by Friends to check your friends. Move to Public Posts to check for people you don’t yet know.

Twitter also has great search capabilities. Just like Facebook,

type the search parameters into

the search box. Use quotation marks to narrow the results. The gear to the right of the search box has advance search tools. Add a location to your search to help target a certain area. Adding a target group of people is possible in the advanced search section of Twitter as well.

Searching for potential clients this way and reaching out to them on their social media site is the newest form of warm calling possible. The difference is though the potential prospects have already expressed an interest or need to make a move.

Just like any prospecting these potential customers may still require follow up before they are actually ready to buy. If possible, add them to your following or friends. Send them a message or comment on their post to help them notice you. Here's to your Success!

Tuesday, March 20, 2012

The Home Showing Process Simplified

Real estate agents should help buyers in the home buying process. The agent's job isn't to make the decision for the buyer but to facilitate the process by properly preparing to show homes and to show homes correctly. Following these few simple steps will help the buyers come to the best decision for them.

Pull the weeds - Preview homes before taking a buyer to see them. Some houses look much better in the photographs than in person. Others may be next to undesirable items like high tension power lines. Previewing eliminates wasted showings and deminstrates professionalism.

Do your homework - Once the choice homes are selected spend time researching each property. Know the listing history, the date it last sold, the value, and other pertinent information the buyer will need to make a decision. Add disclosure notices to the showing packet for the buyer's convenience. Be prepared with market analyses.

Know where to go first - David Knox in his Mentor Series II series talks about what order to show homes. In David's tongue-in-cheek manner, he calls it The Theory of Relativity. Buyer's don't understand how good a home is until they compare it to other homes. For example, have you ever jumped into a swimming pool straight from the jacuzzi? Freezing cold, right? What if you just jumped into the pool first without going into the jacuzzi? The pool won't feel as cold because you didn't come from as hot an environment. David Knox recommends that after choosing the best four or five homes for your buyer client, put them in an order to help them reach a buying decision. Show them from good to better to best to good again. This gets them excited to move from house to house but shuts down the showing process in the end. Don't manipulate the process by adding a dog into the mix. These are the best homes available for your buyer.

Shhhh! - This is the hardest part! If the agents has done his or her job correctly, picking the best homes for the buyer, then all the homes should have practically all the same amenities. These are the perfect homes for the buyer. Why not let the homes show themselves and let the buyers experience them without agent commentary. Use the time to observe the buyers as they explore and enjoy the homes they are viewing. Listen for their comments as they enter and leave rooms. Write down their reactions to add to their feedback at the end of each home showing.

Following these easy steps will simplify the buying process for the buyers. Enjoy!

Sunday, March 11, 2012

Uploading a Data File with the new Toolkit CMA

ToolkitCMA has changed the way a data file is uploaded when making a listing presentation or a buyer tour. Watch this short video to learn how to successfully upload the data file.

Monday, March 5, 2012

Build a Brand by Asking a Few Simple Questions

Value proposition statements are the thirty second commercials, the elevator speeches, that we have all memorized. We've prepared ourselves to be able to blurt our statements out at a moment's notice.

The creation of the value proposition statement usually starts with a period of reflection, jotting phrases and words surrounding defining the agent's own success, the agent's life experiences, values, and beliefs.

Step out of the Box!
Go a step further next time. Close your eyes. And ask these questions instead?
  • What makes you happy, REALLY happy?
  • What inspires you?
  • What makes you breathe?
  • Why do you live?
Did you get different answers this time? Good! Write about those instead.