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!

Seven things you need to do to engage your Facebook followers

This is a no-brainer, but were you aware that people buy more when they are engaged? Though I can't source this, some statistics show that consumers spend 20-40% more when they are actively engaged with the salesperson or company.

Do you know why? ...Because buying and selling is emotional

We must move away from one-sided tightly scripted messages to a free form of dialogue with consumers. Creating dialogue and engaging your consumers means you have to know who you’re attracting.

• Ask Questions - Brainstorm a list of questions your followers will find engaging
• Keep it simple and fun - Use videos and photos to attract followers
• Keep an editorial calendar - Plan your posts around themes.
• Create a content grid – Organize your posts into categories: Real Estate, Local Interests,
• Personal Interest, Your website
• Reply to every Like or Comment - Simply, “Thanks for the likes” will suffice.
• Reply to every Share - People want to know that you’ve seen them.
• Measure your success with analytics - Use the basic Facebook analytics or more detailed Hootsuite or Google Analytics to measure your traffic.
  

Share|

Questioning techniques can simplify the buying process

How did their real estate agent know that they all wanted their own shrub?

Helping people buy requires learning about the buyer's motivations and needs. Some of these have nothing to do with the number of bedrooms and square footage.

Learning to ask the right questions will help the buyers get what they are looking for. Open-ended questions allow the consumer to explain and describe more. The real estate agent can learn alot from open-ended questions.
Open-ended questions that start with

• How
• What
• Why
• When
• Who
• Where
• Describe
  

Closed questions have their place too. Use closed question to get definitive postions from buyers. Closed questions may lead specifically to a yes or no answer and include words like:

• Do
• Are
• Is
• Have
• Could
• Would
• Will
• Can
• Did

When qualifying buyers and sellers, it never hurts to SLOB them!

• S How soon do you want to move?
• L How long have you been looking?
• O Have you made any offers?
• B If you found the right house today, would you buy it?

Share

Just a few choice words

Just a few words from Jim Rohn to start the day:

Skills: Don't wish it were easier; wish you were better. Don't wish for less problems; wish for more skills. Don't wish for less challenges; wish for more wisdom.

Growth: Don't join an easy crowd. You won't grow. Go where the expectations and the demands to perform and achieve are high.

Change: We generally change ourselves for one of two reasons: inspiration or desperation.

Activity: The few who do are the envy of the many who watch.

Success: Success is what you attract by the person you become.

Share|

8 Quick Tips How to Successfully Tell 20

CONTACTING PERSON TO PERSON TIPS:
When doing Tell 20, or asking homeowners if you can put signs on their property for open
houses, or walking your farm area:

• Wear your name tag at all times
• Dress professionally.
  
• State your name clearly and clearly state COLDWELL BANKER UNITED, REALTORS.
  
• Give a specific purpose to your visit.
  
• Be confident, positive and enthusiastic.
  
• Always graciously thank people for their time even if they turn you down.
  
• DON’T walk across lawns.
  
• Stand back a little way from the front door, you’ll seem less threatening.
  
• Have something to give people, even if you are just asking to place a sign. Hand them an open house flier, business card, brochure, newsletter.
  Share|

Prospecting is a Contact Sport

Reaching out to consumers comes in many forms. Some methods require agents to actually make active contact with people. These active prospecting methods have face to face contact, phone or email contact, or other contact methods that allow for conversation. Other prospecting methods are inactive. They place prospecting materials in front of consumers with the hope of the prospect then to reach out for the real estate agent. Real estate agents’ prospecting plans need to include a balance of active and inactive prospecting methods.

Belly to Belly, Nose to Nose, and Toes to Toes

If I can hand you a business card then I am involved in an active prospecting activity.

– Steve Barnes, Coldwell Banker United, Realtors®

Active Prospecting includes activities that allow engagement in conversation such as face to face meetings, phone callings, emailing, and some social media posting. Real estate agents who are handing out business cards in a networking meeting, talking to their friends in social settings,calling friends and family member or neighbors to discuss market conditions, homes on the market, open houses, and other real estate activities are conducting active prospecting activities.

Active Prospecting Methods
Phone calling
Handing out business cards
Networking at social settings
Emailing friends and family members

Passive Prospecting creates opportunities for consumers to see, hear, or read about you, your company, and your services. The marketing piece gives the consumer enough information to be able to reach out to the agent. Passive marketing pieces usually have a call to action and a valuestatement along with the contact information of the real estate agent.

Passive Prospecting Methods
Billboards
Direct Mail postcards, etc.
Print Ads
Internet Ads
Websites
Flier boxes
Door hangers
Television Ads
Agent Intro Videos
Calendars and other giveaways

To be successful in real este, agents must use a combination of both active and passive prospecting methods. What are you using to insure success in your business?

Share

Four Sales to SUCCESS

I was trained to look at each contact with a prospective client as a SALES opportunity. Don't try to do one sale before you have completed the sale before it.

The first sale is the initial phone contact with the prospective client . . . Sell the Appointment. Don't let them make you do your presentation over the phone. Give them enough info that they want to hear more. You want to give your presentation face-to-face.

The second sale is your Presentation . . . Sell the Sizzle, not the Steak. If you want to meet them in their home or office, ask for a specific amount of meeting time . . . I usually ask for 30 minutes because it is not too much time out of their schedule and yet it is enough time to make a quick evaluation of their interest in your presentation.
• first 10 minutes is the "ice breaker"
- If you know them already, talk about something you have in common
- If they are new to you, look around the room quickly to see what they are interested in . . . pictures, trophies, golf clubs in the corner, fish tank, etc. . . . and ask about that. They will want to talk about their passion and that will loosen them up.
• next 20 minutes - your presentation
• last 10 minutes - wrap it up and set up next appt. . . . when you reach the end of the 30 minutes, look at your watch and tap it with your finger and say, "Well, our time is up, so I will . . . (reaffirm what you agreed to for the next meeting). Many times, if the client is really interested in what you are saying, they will say, "No, you don't have to leave yet . . . I want to hear more about . . ." (or something like that)

The third sale is the Close . . . this may take more than one meeting.

The fourth sale is to get Referrals . . . if they liked what you did for them they will give you 2 or 3 referrals. If they cannot think of anyone, don't tell them that you will call them back. Have something to prompt them with. You can interchange the questions or come up with new ones.
• Friends - Do you have any friends who have outgrown there current house and are talking about buying or building another one?
• Neighbors - Have you heard any of your neighbors talking about getting transferred?
• Relatives - Do you know any of your relatives here in Houston or Texas or other states that are thinking of selling their house or buying/building a new one?

Guest Blogger David B. Atkins is a Sales Associate with Coldwell Banker United, Realtors in Houston, Texas and owner of Bulldog Shipping

Share

Sale slumping or nonexistant?

Sales can be a discouraging and frustrating business when you look at each potential customer one at a time. Remember when Tom Hopkins and his quarters? This is a contact sport frequently requiring many attempts before obtaining a sale. I’ve seen statistics that show 100 contacts make 5 appointments that make one signed agreement. To create a signed agreement (buyer rep or listing agreement) you’ll need to hurry the process along by making more contacts every day.

Here’s what I mean, you’re right FSBO’s don’t want to pay commission. They’ve got their guard up because they know you’re going to ask. We know, however, that 70% of all FSBO’s give up and list with a real estate agent. Create a relationship with them through multiple contacts. Statistics show only 4% of prospects sign agreement after the first contact. This increases to over 80% after the 8th contact. Review your FSBO plan and keep calling. Don’t give them pricing info. That’s what they get when they list with you. It’s your expertise.

Now, how else are you going to fill your funnel? Open Houses? Expired listings? Social Media? What about your Sphere of Influence and the 7 Second Presentation? Revisit your business plan.You can do this. If you lost it or didn’t make one then ask and I’ll give you some templates. The bottom line is simple mathematics. If you want a signed agreement each month you’ve got to be making 100 contacts EVERY WEEK.

Make the act of prospecting your goal so you can have some immediate success. Here’s what I learned as a new agent: “I don’t expect you to sell a house every day. I expect you to do the ACTIVITIES necessary to get in front of people.” In other words I had to teach my wife and kids to stop asking me if I sold a house today and asking me if I did my prospecting activities. Get it?

You still get to ask for the business with your contact it just isn’t as imperative to make business with every person when you’re following up with 100 or more people.

Share

Listening is a Lost Art

"Those forced against their will, are of the same opinion still." Dale Carnegie
Its better to be liked, than right. You can corner someone to seeing your side of the issue as correct- you have summarily presented the facts, made your arguement, and have proven your point! But why didn't you win the other person over? Surely, they are just stubborn. YOU'RE RIGHT, and so are you - it's human nature.

For instance, a new referred client wanted to know why I was going to list his home $100,000 less than his previous agent? I listened to him, and understood he wanted to move near his grandchildren. I listened to him talk about his grandchildren. Did I argue with him? Of course not. The value he put on selling his home, is the time he gets to spend with his grandchildren. So, instead, I said we would go look at similar houses in the neighborhood, what has actually sold recently and make a determination based on that. When we revisited price after our viewings, we discussed his goals. You see, selling the house ws the means to his goal and not the goal itself. Afterwards, he agreed with the original listing price I came up with.

Try to see things from your client's point of view, and help people save face, as well as serve them. What is it they want? To move near their family? To wait and get the best price for their home? To downsize and save money? Try asking yourself, what is it your customer wants - and then you will be able to do what many salespeople cannot - EMPATHIZE.

Six Steps to Increase the Success of Open Houses

Follow Up is a vital component if you want to have a successful business. Many of the customers you come in contact with at open houses won’t be ready to buy or sell right now. If left alone, most of the people you meet will work with someone else to meet their real estate needs if you do not remain fresh on their minds and show that you understand their needs and can meet them. Follow up so when they are ready to make a move, they’ll choose you!
Use a contact management system – Whether it is on paper or electronic, a contact management system should include not just contact information like phone number, email address, and physical address, but also a contact log that shows date of contacts, conversation notes, interests, and other information that will help the customer reach their goals.

Listen to others – There are many sales coaches and trainers that have exceptional dialogues that can help you determine what to say when you contact potential customers. Taking the opportunity to learn from others can save a lot of time. Listen to the greats: Tom Hopkins, David Knox, Floyd Wickman, or others make following up easier.

Plan follow up time – To maximize your success and reach income goals, plan your follow up phone call and email times. Do not allow other activities encroach on this time. Follow up phone calling is a true income producing activity. Keep the time sacred on your calendar by treating it like an appointment.

Ignore success – Many agents make calls until they get an appointment. I disagree with that approach. Make a certain amount of calls each time you call or call for a predetermined amount of time no matter how successful you are.

Use a call flow chart – Every call you make should follow essentially the same pattern.
Start by establishing rapport or reconnect. Use the information you gathered from previous conversations to re-engage the customer.

Probe for more information by asking questions. Your questions will depend on the answers you receive from previous questions. Take a lot of notes!
Close for an appointment. Whether a buyer or seller prospect you’ll need to meet in person at some point.

Set the stage for the next contact. Whether you plan to meet in person or just agree to the next follow up conversation, let the customer know what they can expect from you.

Much like all prospecting activities follow up phone calls will begin to produce results over time. Occasionally you’ll get lucky and successfully close for an appointment your first call. Often, it will take multiple contacts to gain the level of trusted advisor. Be prepared to go the distance so you can close more business through a consistent regimen of follow up phone calling.

Enough About Me…Now I Want to Hear What YOU Think About ME

Selling is Just Shared Enthusiasm
An old saying worth repeating, "Give your customers what they want and they will come back, over and over." Better yet - they will tell their friends and family. Selling is really shared enthusiasm, says Dan Miller, career coach guru.

Oh! Let me Tell You About This Place!
When you eat at a great restaurant or watch a fantastic movie- you can’t wait to tell others about it! You are selling them on it. If you love what you do and believe you can give your clients the best customer service – you will sell yourself, and others will sell you.
If you can sell:

• Quality service
  
• Positive personality


• Ability to communicate clearly
  
• Get the job done

People can’t wait to tell others about YOU!

Goobers and Viruses
My wife’s computer got a virus and searching for a solution, I asked one coworker her experience and she said she had just paid $400 to get rid of it. I found one online who claimed they were cheaper than the “GooberSquad” and quickly booked them. A disaster – I fired them and got my money back.
Then my friend, who had overheard my wife and me talking, came over and insisted we use this indiscriminate little company in a little strip mall. I would have never gone there on my own. They surpassed my expectations of just fixing the computer – my wife kept asking them every time they called to update her– "Are you sure it’s still $64.95?" We would use them again because of their customer service and are telling others we know about the low price and great service!

Just Dive In!

Dive into the unknown
Originally uploaded by aknacer

When you go to the beach or to the pool, how do you get into the water? We've all seen those who test the water before getting in; first a toe, a short pause, a step or two reaching shin deep. This process goes on for a while until finally they get completely in the water.
What about the opposite scenario? Have you seen the person who, without testing the water temparature, throws all caution to the wind takes a running dash and with a huge splash completely submerges himself in the water? Crazy, huh?
It's like the person who plans to plan to prospect. Whether it's a geographic farm, a sphere of influence campaign, or a system to contact expired listings, just dive in.
There'll be things that don't work exactly right but it won't matter. Jim Weichert's proven open house system doesn't have a 100% success rate. Instead, Jim Weichert encourages agents to look for success in doing the activity. Floyd Wickman uses different words to describe activity: "Great results are the sum of small things, done well, repeatedly."
Just dive in!

Pssst...It's the Systems!

Marty Rueter, President of Weichert Real Estate Affiliates, wrote an enlightening account of recent visits to two different Waffle Houses. (Waffle Houses? Yes, Waffle Houses!) Marty’s experience describes the systems that Jim Weichert perfected and Wayne Murray sought when becoming a franchise office of Weichert Realtors.

Enjoy this well written article.

I had my first BAD Waffle House experience recently. Toni and were driving down I-65 from Nashville and stopped at our favorite
breakfast stop on a Saturday morning. I should have known
something was awry when no one greeted us as we entered –
Maybe they didn’t see us, I thought to myself. The waitress at the
register finally promised she’d be right with us.
It wasn’t an abnormal Saturday. There were sojourners there like us but locals also -- enough to
warrant two cooks. It took about ten minutes to get some water (“the decaf was still brewing”) and
another ten minutes to place our order (still no coffee). We watched and waited ... and waited,
expecting to hear the whir of the egg beating machine that makes Waffle House omelets so fluffy (still
no coffee). The cooks seem frazzled, overwhelmed. The wait staff chit-chatted, idly watching the cooks
trying to keep track. Finally after consuming thirty minutes with still no decaf, I interrupted our
waitress and asked if she had called in our order yet. “There are two orders still ahead of you,” she
responded, “We’re very busy.....”
I’ve been to hundreds of Waffle Houses all around the country, and studied (admired) how they
operate. They have a marvelous SYSTEM for offering tasty, quick, hot food (albeit high cholesterol).
There was no SYSTEM in this particular Waffle House; no automatic greeting, no “condiment code” to
keep track of multiple orders (I’ve seen as many as fifteen cooking at a time), no system for having
fresh hot coffee ready to pour. I noticed the cooks weren’t wearing sanitary gloves. The posted health
notice was 87. Starving but frustrated, we walked out, much to their disinterest.
Toni still wanted her coffee. I wanted an omelet. So a few miles down the interstate, we stopped at
another Waffle House, this time dubious of our next Waffle House experience. “GOOD MORNING!”
two staffers called out. “Coffee?” one asked us right away. And within nine minutes we were inhaling
two delicious omelets with extra cheese and our second cup of decaf. A real Waffle House!
I relayed our disappointing experience to Kim, our Waffle House waitress in Pensacola, FL. “Must be a
franchise.” she responded matter of fact. “We’re trying to get rid of them. They’re costing us business.
They ignore our way of cooking, always skipping steps like our ordering code, and skimping on the
fresh coffee. Why would anyone franchise with us if they’re going to ignore our proven methods?”
“Beats me?” I said, unfamiliar with the problem.
“They’re not a real Waffle House like this one,” Kim shook her head. “They’re just making pretend.”
“And failing,” said I smugly.

True Social Media Network part 2

Blogging is different. It's somewhat of a neighborhood farm but it's online. It has to be worked and cultivated. Careful planning and continual upkeep will insure long-term results. Like a neighborhood farm, it will take some time to grow.

Amy Chorew writes that the blog should be the hub of online marketing. Daren Rouse says the same thing. He uses Chris Brogans model showing the blog at the center and other social media sites like Facebook, Twitter, Youtube, Flick’r, etc. as sites to send people to your blog for information.

Dan Iampieri is a great youtuber. Take a look at his series, "Andrew buys a House from Dan" He uses youtube to direct customers back to his blog which gives them more information about buying and selling real estate. Dan gives away a lot of information. He's building a base of people who know and trust him.

All these exmples point towards the creation of a social media network with a blog in the middle.

Can you really make money with a blog?

Daren Rouse of Problogger.net has the best explanation of how to use social media sites to increase readership of a blog. He uses Chris Brogan's idea of creating social media outposts to support a blog. His ideas seem easy to follow:
1. Social media sites may gain and lose popularity.
2. Own the blog url instead of using a hosting site.
3. Find other related blogs and interact with them.

Use the charts in the video to help determine how to support your blog with your social media sites.

Open Houses Work

Don't take my word for it. Take a SUCCESSful Weichert Realtor professional's word for it. Interested in learning how to make open houses work to sell your listings and help create new business? Call today 281-208-1700 Weichert Works!

Organizing Your Electronic Communications

When computers were as big as rooms and we were all excited about things like Tang, computer aided instruction, Apollo rockets, and Space Mountain we were told that this new computer age would not only improve our lives but also reduce the 40 hour work week. Last week I worked over 60 hours with no days off and worked literally from the time I got up until the time I went to bed. I’d like to find those people who proliferated that lie about computers and kick them right in the shin. They are all probably dead anyway from over being worked…and drinking too much Tang
Technology has moved so quickly to make us all so electronically connected. So much so that we are expected, not only as real estate agents, to be in continual contact with our network or sphere of friends. The constant bombardment of emails, text messages, tweets, and other electronic communication devices has left us without a moment to ourselves.
It is difficult at times to determine how to take control of this constant level of communication that we are expected to keep. There are some things that we can do to reduce some of the clutter and demand of our time. First, when posting electronically to our social network sites make sure the various sites you have link to each other so one post goes to each site within your network. Second, use a posting scheduler like www.tweetlater.com to post your information. Using an automatic posting device like this will enable you to plan your postings for at least a day at a time and even longer. You could for example, research only once or twice a week, prepare a series of posts on a specific topic, schedule the posts, and then have them upload to your twitter site at specifically scheduled times so that it appears that throughout the day or week that you are consistently and constantly updating your sites. You can even review your calendar to post, at appropriate times, about events you haven’t even attended!
Technology and instant communication can at times seem overwhelming and burdensome. Since the computer age seems to be ever advancing and growing in speed, creating greater demands on our time, use these advances and tools to help reduce your stress.

Do your buyer a favor. Close the deal!

When I first started in real estate I took ALL the classes. Every time some sales guru came to town peddling the latest marketing system or the latest greatest technique, I was there shelling out my hard earned money. I was sure that they had the answers and could help me on my way to greatness in real estate.
I reflect now, shaking my head about some of the snake oil salespeople who I gave my hard earned money to see. Ouch! I would hate to add it all up. I also shake my head at how badly I needed to use some of the techniques that these sales gurus preached. I sure could have used a few good closing techniques. I wished I had used my newly learned techniques to close on a buyer or two.
When sitting with a buyer getting to know them, their needs, desires, motivations, I learned not only what my clients wanted in a home but also why they wanted these amenities. This didn’t just include number of bedrooms and types of room. As an exceptional real estate agent looking out for the best interest of my client, I learned about lifestyle needs, dreams, location desired. I dug deep. Taking all these variables I scoured the MLS searching for homes that didn’t just fit but were ideal. Carefully previewing each home, scrutinizing it with this buyer’s tailored made yard stick, I filtered my list of homes from ideal to perfect.
Excitedly I showed each of these gems to my eager buyers each home perfectly meeting all their criteria. Home by home we methodically went through the list with not one contract written. What went wrong? All the homes were exactly what the buyers wanted including the right price. Why didn’t the buyer buy?
Sadly, their agent in looking out for all his clients needs forgot to ask just one simple and short question. It can be said so many ways but went unspoken… “So, what do you think, do you want to buy this beautiful home?”
OR “Can you see yourself raising your children here?”
OR “Shall we put pen to paper on this one?” The list goes on.
Back then I felt that closing on buyer was wrong especially if they were my client. I felt it was a manipulative thing to do. Unfortunately, I was completely mistaken.
So often I personally go into a new situation knowing what I want to accomplish but don’t know how to get to the outcome I desire. If only an expert on the subject, someone I could trust would help me through the process. Usually, however, nobody does and I am left to figure the tough stuff out on my own. If only…
Transfer this to our buyers who are now faced with the largest financial decision they have ever made. Their agent, who just days before talked about best interest, trust, and loyalty is now mysteriously quiet while they inwardly plead for a lifeline. If only the agent would ask, “How are you feeling about this beautiful home? Would you like to make an offer?”
“Yes,” eeks the buyer. “Thanks for asking. What do we do now?”

Closing the sale

One of the most critical aspects of selling is closing the sale. Closing the sale has two distinct components. First is the science of the close itself. This is the technique or systematic process of the close. The second is the art of the close. The art of closing is a bit less tangible and can be thought of as the dance between the customer and the agent or the feeling of when to close. Though both of these can be elusive, the science and the art of closing both can be mastered with practice and experience.
Starts at the beginning
Closing actually begins at the very first encounter with a customer. Building rapport allows the salesperson to continue and deepen the relationship. In its early stages, closing is preparing the customer for the future and describing the steps or road that will be followed to get the customer to not only put pen to paper but also give the mental affirmative to continue to a successful conclusion.
Trial closes
Along the presentation process for whatever product or service the customer will ultimately agree to purchase, the salesperson should regularly monitor the pace of the customer to assure the customer is still moving forward at the same rate as the salesperson. This may be accomplished with trial or minor closes. Just getting a customer to answer in the affirmative during the presentation is one way of priming the agreement pump. Another very common trial close is getting permission to continue the process such by initially writing a purchase agreement. It is as simple as asking for the date or for the correct spelling of the customer’s name before putting pen to paper.
These simple processes sound easy enough, but the question as to when to begin these closes keeps popping up. Explanation of the process happens throughout the initial presentation. This goes almost without saying. The putting pen to paper may be risky however if done out of turn. When making the bold decision to move forward we have to ask ourselves simply, is the buyer ready to buy? The buyer may have explicitly stated a specific date and that day may be near or even at hand. But, are there signs that reveal the buyer’s readiness to move forward?
Yes, is the short answer to this important question. We now move into the art of the close and away from the technique or the science of the close. Recognizing a buyer’s readiness to buy or buying signs takes time to foster. There are many lists of buying signs including mentally moving furniture, asking detailed questions, becoming thoughtful or reflective. A definition of a buying sign may be the demonstration of a behavior that is uncharacteristic for this particular person. A true buying sign from a very quiet non-flamboyant person, for example, may be getting into an empty jetted bathtub pretending to relax in the soothing water. This may not, however, be a buying sign if this particular person did this in every home. This is definitely a ‘get the feeling?’ kind of action.