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Discussing Flood Risk With Your Client Is More Important Than Ever. Here's How to Do It.
Most REALTORS® are rarely at a loss for words. Yet, when it comes to the complexity of flood risk and flood insurance, it's not unusual to get "tongue-tied." We've simplified it, allowing you to be more knowledgeable, confident, and comfortable in framing the discussion—one that is increasingly important in the current market. Here's a suggested WORKING DRAFT OF MESSAGES for your client: When looking at the total cost of ownership, we need to assess flood risk and the need for flood insurance—and include it into our search criteria. And given this market is hot, we are going to want to have a wide net of properties to look at—and with that is more risk overall. With more and more severe storms, every property is at risk now—it's just a matter of low, medium or high risk. "It's not just a coastal issue, it is projected all over," states this article. And given that this is one of the most important investments you will be making, it is important to assess the risk of a potential flood for today—and for tomorrow. There are four key steps we need to take: First: Let's learn the language and the facts. This eBook is a great FREE resource, and it demystifies the entire flood question. English | Spanish For example: Did you know that flood insurance is NOT covered in your homeowners insurance and it is its own, separate policy?! Second: Let's read up on the changes that are happening with the National Flood Insurance Program (NFIP) as of October 1, 2021 regarding how they price flood insurance risk. Third: For the properties you want to tour, let's take a CartoFront quote (available currently for Miami REALTORS®) so that we know accurately what flood zone a property is on, and estimated flood insurance options comparing NFIP and a private insurance carrier. Fourth: When we are ready to put an offer in, let's take the CartoFront quote to a licensed insurance agent knowledgeable in flood insurance and get a bindable insurance quote so we know the total cost of annual insurance premium. We want to plan for the best, yet prepare (and protect) for the worst. Having this discussion allows us to rule in / rule out options based on facts, risks, costs. If you are interested in learning more, access our free eBook: Everything You Always Wanted To Know About Flood Insurance* (*But Were Afraid To Ask) Or, Join our weekly, free REALTOR® training on Tuesdays at noon EDT. Sign Up Here. Note: Tuesday, April 27 training in Spanish. Sign Up Here (Spanish) CartoFront is a technology services company that is simplifying flood insurance for REALTORS®, their clients, and insurance agents.
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Virtual Networking Ideas for Real Estate Agents
Networking with your clients and community safely can be a challenge these days. As community leaders, real estate agents can help safely connect members of their communities through online networking events. Consider what your specific community is interested in to come up with networking opportunities that would work for your. For inspiration, check out the ideas below.
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5 Ways to Improve Cold Calling Real Estate Prospects
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Asking: the Secret to Getting More Reviews
Reviews are one of the most powerful marketing tools in a real estate agent's arsenal. When a buyer or seller looks for a real estate agent, they'll typically start by asking someone they know for a recommendation or by searching for agents or homes online. Having your positive reviews online places you as a contender for that person's business. And knowing which of your clients were happy enough with your service to recommend you to their family and friends means you can create a plan to follow up with those people throughout the coming years; they'll always know how to get in touch with you and have you top of mind.
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Craft Great Email Subject Lines
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Integrating 'The Flood Discussion' into Your Real Estate Practice
Recent studies indicate that 41 million homes across the US are at risk of flooding -- a number significantly higher than is indicated by FEMA flood maps. This new data highlights a nationwide cause for concern for homeowners, including many in areas previously thought to be at low risk. In South Florida, as many as 1 in 3 residential properties are in danger of sustaining flood damage. Leading Realtors are getting ahead of the curve by integrating "The Flood Discussion" into their real estate practice. Here are five takeaways to integrate flood into your work with your customers, to make you the most knowledgeable, confident, and profitable Realtor in your market. 1. On the Buyer Side, include flood as a housing criteria We are used to setting criteria based on location, pricing, number of bedrooms, etc. Flooding, for example, has historically been an afterthought. With a 30-year investment — typically the biggest investment of our customer's life — it's critical to put flooding on the list of criteria, especially with the frequency of storms all across the country. Note: while flood has historically been a 'coastal' issue, flooding is occurring more frequently across the interior of the US. 2. On the Seller Side, do your research on the listing property More and more, the question of flooding and impact of weather is going to come up regarding the listing. So get out in front and ask your owners the 'tough questions' about the history of flooding and other climate-related issues. It will be better to know the facts, so you can present them professionally, accurately, and appropriately in the marketing of the property. 3. Understand the 'total cost of flood ownership' As we evaluate properties with the customer — listing price, taxes, utilities, homeowners insurance — it's important to integrate new terms like Flood Zone, Flood Risk and Flood Insurance. Note: It's important to remember that flood insurance is NOT included in homeowners insurance, and it is a separate insurance policy. Yes, no one likes to add costs. Yet, given that one storm can cause $$$$$ of damage in the blink of an eye, it's critical to evaluate a property's risk profile with your customer's risk tolerance. Across much of South Florida and the United States, home buyers can secure 'peace of mind' flood insurance for reasonable rates. 4. Investigate the two flood insurance options: NFIP and Private Insurance Most Americans are aware of NFIP — which stands for National Flood Insurance Program, managed by FEMA. Based on a flood mapping system, NFIP has standard coverage limits of $250,000 for buildings and $100,000 for personal property based on the flood zone where the property is located. In the South Florida market, for example, more than 30 private insurance companies have begun to offer flood insurance over the last several years. Private insurance companies generally price flood insurance based on a property's latitude and longitude coordinates, as well as over 200 data points to calculate the exact price-risk profile per property. To better understand these differences and the options available for a property, consider getting one NFIP and one Private Flood Insurance Quote. 5. From Contract-to-Close, engage a licensed flood insurance expert Let's be honest, Flood Insurance is confusing and is best left to the experts who practice it each and every day. Most importantly, engaging a licensed flood insurance professional separates any potential issue of Errors and Omissions from the REALTOR® and their customer's real estate transaction. Acadian Insurance offers a free consultation for all Miami REALTORS® and their customers. In 15 minutes, the Acadian Team can provide you with all the knowledge you and your customers need to make smart, informed, confident decisions. If you are interested in learning more, access our free eBook: Everything You Always Wanted To Know About Flood Insurance* (*But Were Afraid To Ask) CartoFront is a technology services company that is simplifying flood insurance for REALTORS(R), their clients, and insurance agents. If you are interested in learning how you can bring CartoFront to your MLS for free, please contact [email protected]
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The Newest Tool for Your Real Estate Business: Clubhouse
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Your Script to Cold Call Landlords During COVID
Apartment units and buildings that are put up for rent by the owner (FRBOs) are a valuable asset for agents. They allow you to work directly with landlords, get accurate information for your clients, and keep 100% of the commission. One of the best ways to enter into a partnership with a FRBO is to pick up the phone and call them! But we know that cold-calling can make even the savviest agents start to sweat, so we want to help out real estate agents with a script to cold call landlords during COVID.
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5 Different Real Estate Emails to Schedule Ahead of Time
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Real Estate Content Marketing: 5 Easy Tips to Follow
When you're investing in content, you're focusing on providing value to your potential clients. This makes content marketing one of the most effective ways to generate seller and buyer leads. Wondering how to make real estate content marketing right? Check out the five tips below. They will focus on the most effective content types to give you a headstart.
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Direct Message Marketing on Social Media Is Wrong
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[Best of 2020] Friday Freebie: Download a COVID-19 Postcard and Reach Out to Your Sphere
We're continuing an annual tradition of counting down our top 10 articles of the year. The following article was originally published in May and is #3 in our countdown. See #4 here. The coronavirus pandemic has changed the way we live--and the way we need to communicate. Gone are the days, for example, when agents could send their contacts a calendar of local events (what events, right?). So how do we communicate in this new era while remaining sensitive to changing norms and our sphere's changing needs? Find out for yourself in this week's Friday Freebie. We're introducing you to a series of coronavirus-related postcards that hit just the right note for reaching out to those who matter most to your real estate business. Free download from the COVID-19 postcard series by ProspectsPLUS! What kind of postcard messaging strikes the right tone during the coronavirus era? That depends on the type of real estate agent YOU are. Whether humorous, helpful or nurturing, there's a postcard with a voice that matches yours in today's Friday Freebie. RE Technology readers can download one free postcard from a library of 115 different postcards designs in eight content categories, courtesy of ProspectsPLUS! Here's a look at the types of postcard you can send to your sphere: Animals: Use humor to connect with clients with funny animal postcards. At Home: Offer helpful at-home advice for how clients can fill their downtime. Comfort Foods: Strike a nurturing tone with recipes for making comfort food. Content Cards: Remind clients you're the helpful home expert with home maintenance tips and more. Definitions: Gently stay top of mind with these trendy outreach cards. Inspiration Cards: Remind your sphere that brighter days are ahead with motivational designs. Looking for Listings: The market is still active! Remind homeowners that now is still a great time to sell. Virtual Marketing: Are you a tech wizard who knows how to thrive in these times? Show off your virtual tour capabilities, remote meeting skills and more! Download any COVID-19 series postcard for free with promo code FREECARD. Your postcard includes your choice of design on the front and your customized contact information on the back. Print your postcard at home or share it on social media, via email, and on your website. Download your FREE postcard today with promo code FREECARD at checkout!
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[Best of 2020] 10 Thank You Notes That Will Generate Business
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[Best of 2020] Are You Unknowingly Encouraging Sellers to List as FSBOs?
We're continuing an annual tradition of counting down our top 10 articles of the year. The following article was originally published in September and is #5 in our countdown. See #6 here. A recent Facebook post by a top-producing agent read: "I recommend that all sellers try for sale by owner." I couldn't believe it when I read it, so I read it twice. Yep, that's what it said alright. It just didn't use those words. Here's what it did say: "Congratulations to my clients who received six offers in eight hours. The real estate market is HOT, HOT, HOT!" Potential home sellers might interpret this post as, "Why do I need to pay an agent if the market is so 'HOT, HOT, HOT?' Maybe I should try to sell by myself."
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Real Estate Scripts and How to Use Them
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Lost in Translation: A Realtor's Guide to Working with Remote Clients
To understand and communicate within the world's web of multicultural societies requires skill. Language barriers, cultural differences, and terminology can cause confusion when building consumer relationships around the globe. How do you, as a Realtor, keep everyone from getting lost in translation when working with clients outside your current city of business? Remote clients can come from as close as your own backyard or as distant as halfway around the world. Either way, working with clients whom you have never seen face to face has some challenges and rewards.
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Increase Your Online Success: Top Reasons to Have a Business Email Address
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Put the Power of Text Message Marketing to Work for You
As you read this story, four out of five Americans own a smartphone. Include in that number those folks who use phones that aren't app-friendly, and you get 96%. It's a sure bet nearly everyone who needs your real estate services also uses a mobile phone daily. And although not all phones can play Angry Birds, virtually all are designed to receive text messages. Formally called SMS text––the acronym stands for Short Message Service—text messaging has exploded in popularity over the last decade. And texting isn't just for teens any longer. During 2017, experts estimated that about 26 billion text messages were sent each day in the United States. That adds up to over 780 billion texts monthly and more than 9.3 trillion every year. People of all ages use text messages. Because they will often text with friends and loved ones instead of calling, texters are likely to check their messages within minutes of a new notification. Sure, there are some caveats. Most people aren't checking texts in the middle of a meeting at work––we hope. All in all, though, mobile research firm MobileSquared says 90% of people read a new text within three minutes of getting it. Three minutes! Not surprisingly, this means text messages rock for real estate professionals. In a report published by the National Association of REALTORS®, 94% of REALTORS® said the method they preferred to communicate with clients was text messaging. In 2020, there are huge horizons for growth. And there are plenty of good reasons why you should take advantage of text messaging for your real estate business. Stop Calling, Start Texting If someone reaches out to you on your website, calling them right away makes good business sense. Calling a prospect back within five minutes is estimated to increase your chances of a successful contact by a factor of 100. After all, they are expecting it. And the faster you are, the more impressive it is! But what about all those times when a prospect or lead isn't interested in a call? An unwanted phone call is about as interruptive as it gets. It's exactly what people think of when they think of pushy, unwanted sales behavior. On the other hand, people willingly look to text messaging when they want to communicate––but don't want to stop their whole day to do it. With that in mind, text messaging is a phenomenal way to stay in touch. From the sales associate's perspective, texting makes plenty of sense. Texting is extremely cost-effective. Compared to virtually any other marketing technique you can name, you'll pay fractions of pennies for your text messages. You can customize texts and even automate the process based on each prospect's interests and past behavior. That means texting gives you a superpower all associates should have: Personalization. From email to social media and everything else in between, effective digital marketing thrives on personalization. Every communication should be relevant, friendly, and helpful. Text messaging makes it easy: Your messages arrive when your prospect is most likely to see them and contain only information useful to that person––without having to do it all by hand. But there is one caveat before you begin. Understanding the Ins and Outs of Opting Out Are you using your real estate website to turn prospects into leads? You should be! The odds are good you're already collecting some information about your prospects as they use your site. You may even already have an email subscriber list. Just as you can't send emails to people without their consent, you also need to be sure they affirmatively opt into texts. Rules about this are much more strict in Europe, but the U.S. is catching up. America's most comprehensive data privacy rules recently went live in California, and other states are following. So, whenever you collect phone numbers, be sure you set expectations upfront. Forms should never come with an "accept text messages" box pre-ticked, and your text should let subscribers know how often they can expect to hear from you before they commit. Likewise, anyone on your list should be able to withdraw consent at any time by texting back. Sending unwanted texts after an unsubscribe request could expose you to fines. Luckily, many of these issues are automated for you with the right software. How to Use Text Messages to Convert More Leads Texting has a tremendous amount of potential. But how do you tap into it? Luckily, there are a few powerful formulas for effective real estate text messages: Text Important Property Listings and Updates - In 2017, the National Association of REALTORS® found that 62% of all buyers prefer having property info sent to them via text message. You can start this process even before you speak to a prospect, based on the listings they've spent the most time on while browsing your website. Once the relationship develops, a text is a great way to send leads info about a weekly spotlight property. Start New Conversations With a Question - It's important to talk with prospects, not at them. Text messages should provide an opening for conversation––and a question is very difficult to ignore. Keep it short, simple, and personalized: "What's the #1 thing you're looking for in a home, Bob?" will get Bob thinking about his ideal next home and give you details to start narrowing down his interests. Follow Up From Live Events Like Open Houses - Open house attendees are active leads, but they can still take months to make a decision. Follow up with your event attendees by text – right away and again if you don't hear from them in three to five days. The property they saw might not have inspired them, but the text can keep the fires burning. If they're still interested, roll out those property listings! Rekindle Cold Leads with Follow-Up Texts - Since it only takes a few seconds to read and respond to a text, most people don't mind getting them even if they've fallen off the radar. Again, a question works well: "Hi, Joan. Are you still interested in a home here in Walnut Creek?" In most cases, the worst thing that can happen is nothing at all. But now and then, you could open the way to another great sale. A Quick Text Can Move Mountains In a service-oriented field like real estate, the key to marketing is to be where the customers are. It only takes a quick look around at a store or restaurant to see most of them are on their phones! Phones are now an intimate part of our lives, shaping our daily experiences. And even the most important professional relationships, like yours with your clients, can start and develop there. Sure, you won't do all your marketing by text message. But it is a powerful way to expand your presence and augment the other marketing you do on your website and in person. In real estate marketing, the right emoji at the right time can be worth a thousand words! Not getting your copy of Delta Media Group's magazine, Real Estate Marketing & Technology? Sign up today. Your subscription is FREE. To view the original article, visit the Delta Media Group blog.
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Test Your Tech Term Knowledge: 8 Terms Emerge with the COVID-19 Outbreak
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Discover the Dos and Don'ts of Text Marketing for Real Estate
Over the last few years, Millennials have turned up in the housing market by the thousands leaving, many wondering what they want when it comes to real estate. The future is now, and Millennials are here: Pew Research found they've been the largest generation in the U.S. labor force since 2018. That same year, NAR said they were the largest cohort of homebuyers, which has continued to hold true so far. What does this have to do with SMS marketing?
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Use Storytelling to Build Your Real Estate Brand Online
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5 Tips to Creating Calls-to-Action that Work!
How many e-mails do you receive daily that promise you high quality leads to generate business? Now ask around... how many people actually see a cost/benefit to these services? Now more than ever is the time to stand out above the crowd to give your audience the answers they are looking for when searching on the internet. The benefit is that now YOU can provide the Information that will generate leads rather than lay out huge sums of money that may not work for you. And it all starts with powerful calls-to-action that will work for you and your individual market.
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Navigating Today's Political Climate on Social Media as a Real Estate Agent
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The Ultimate Zoom Playbook for Lead Generation
Doing business online has been a growing trend in the real estate business for years. However, 2020 circumstances have forced many Realtors to move, fully or partly, to an online environment. Zoom meetings are a very useful tool for doing real estate tasks on the web. But did you know that there is more to Zoom than just video conferencing, including lead generation opportunities?
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Are You Unknowingly Encouraging Sellers to List as FSBOs?
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Close More Real Estate Deals with Text Messages
It's no secret as real estate professionals you've had to adapt to our changing times to keep your businesses going strong. From mastering the art of virtual open houses to guiding your clients through the uncertainty of real estate during the coronavirus, you adopted new methods to close more deals. At one time or another, you've also inevitably faced the challenge of dealing with people who don't answer your calls and emails. Often this isn't because they're trying to avoid you, but they're too busy or don't want to feel put "on the spot." So what's the answer? Start text messaging! Texting is one of the most effective ways to cut through the noise and ensure that your message reaches your prospect. There are many different ways that you can use text messaging to close more deals. Here are a few ideas to help you get started. Use Keyword Ads Even if a prospect has your business card with all of your contact information, there's a good chance that they'll forget or just put off reaching out to you. You can get around this barrier by creating ads that prompt leads to text a single keyword to a designated phone number. This makes it easy for people to make the first move while also opting in to receive your messages. Even better, using unique keywords gives you the ability to segment your leads by interest, so you're only sending relevant information. Text Closing and Listing Updates You take pride in helping your clients through every step of the process. However, it's challenging to stay on top of things when they don't see your messages. Nowadays, people get so many emails that it's easy for even important messages to get lost in the shuffle. However, it's much less common to miss a text message. Using text messaging to send important information about new listings or requests for the client to complete paperwork will make you a more effective real estate agent. Not only will this help you close more deals, but when clients see how proactive you are, they'll be happy to send you referrals. Send Scheduled Reminders It's no fun when a prospect forgets to show up for a scheduled appointment or showing. Sending scheduled reminders decreases the chances that this will happen and makes it easier for them to text you back if something has come up, and they're not going to make it. This will save you time and frustration and streamline your closing process. Ask for Reviews Studies show that 91% of people read reviews, and 84% trust the reviews they read online as much as a personal recommendation. One of the best ways to make sure you're a top-rated agent is to ask for reviews shortly after the closing. Increase the chances that your clients will follow through by texting them a link to submit a review. You can send the same message to multiple clients at once, simplifying the process for you and them. It's a win-win! Ready to Get Started with Text Message Marketing in DeltaNET 6? We Can Show You How! If you're ready to get started with text message marketing, contact us. We'll help you set up your system and create a perfect marketing plan for your individual needs. You'll be surprised by how quickly this simple move will improve your closing rates and contribute to your bottom-line. To view the original article, visit the Delta Media Group blog.
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Is Now a Good Time to List? 5 Reasons to Give Concerned Sellers
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Want More Listings? Call Your Database and Ask These 4 Questions
Why do some agents get all the listing clients, while others have to settle for buyers? It all boils to one simple truth. "The people that get all the listings talk to more people," says real estate coach Tom Ferry. "Period. End of story." That's pretty unequivocal advice. But if you're not used to cold calling, you may not know where to start. That's okay, because in the video above, Tom offers four simple questions you can ask your database to spark a conversation that gets homeowners thinking about selling: Are you living in your ideal or dream home right now? Have you had any thoughts on selling? At what price would you be motivated to sell? Do you know anyone who's thinking about selling? Watch the video above to learn how to expand on these questions... and turn your conversations into commissions!
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Friday Freebie: Voicemail Scripts that Convert
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Zoom for Real Estate: 4 Hacks You Need to Know
More than 300 million people have participated in Zoom, the live video conference technology. Zoom has become a new real estate go-to tool for communications with millions of Americans working from home and attending online classes. As with all new technology, the more you become familiar with it, the more features you uncover. Once turned on, some hidden features give real estate professionals more ways to use this communication platform to engage clients and prospects.
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Do You Know How to Communicate with Gen Y?
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Warm Up Cold Real Estate Leads with SMS Texting
The real estate industry is changing, and so are the needs of clients. These days, people want speed and convenience. Providing rapid, responsive service is crucial for top-notch customer service. One of the best tools for growing rapport is something you probably use daily but might not have applied to your business just yet. It's SMS texting.
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Back 2 Biz: Conducting Virtual Listing Presentations
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Use Live Video to Communicate with Real Estate Clients
Strengthen Your Real Estate Brand on Social Media with Video With recent world events, customer communication has become even more important. Keeping in touch with past clients, leads, and supporters is essential given recent world events. These audiences are attuned to live video. With live video on social media, you can speak to hundreds and maintain the personal touch. Savvy real estate agents often use multiple social platforms. Each has its own features that help you showcase your value. Likewise, each one has enabled experts like you to reach the world through shareable video. Let's look at today's three main social video platforms:
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Agent Advice: How to Ask Clients for Online Reviews
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The 5 Best Real Estate Cold Calling Tips
If you're like most real estate agents, cold calling is one of your most dreaded tasks in any given day. It can be intimidating and uncomfortable, but with the right tools and guidelines you have the capability to turn this once-daunting job into a pleasant one that reaps great results.
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Back 2 Biz: Social Media and Online Communication Tools
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Friday Freebie: Handle Objections Better with These Brochures
"Your commission is too high!" "My home is priced too low!" "I don't think now is a good time to buy/sell a home." Objections. If you've been practicing real estate for any amount of time, you've surely heard more than your fair share. For some clients, patient explanation is all that's needed to gently nudge them along. As for others? Well, sometimes you need a little more. That's where this week's Friday Freebie comes in. Today, we're highlighting three brochures made to counter the most common objections you'll hear from real estate clients. Free objection handling brochure of your choice, courtesy of ProspectsPLUS! Building trust isn't the only obstacle you face with new clients. Even after you win them over, there are plenty of things they may object to. To help you overcome these objections, ProspectsPLUS! is offering RE Technology readers a free, customizable brochure that you can leave with clients when a face-to-face conversation doesn't quite cut it. Choose your favorite from these three options: What You Don't Know About Real Estate Commissions Can Cost You Plenty (for sellers) 6 Pitfalls of Overpricing Your Home (for sellers) When Is the Best Time to Start Enjoying What You Really Want? (for fence-sitters) You can leave these brochures with clients so that they can contemplate why, for example, a too-high listing price is a poor sales strategy. Or head off problems from the start and give these to clients at the beginning of your relationship so that you're both on the same page. Download your FREE objection handling brochure today! Use promo code FREEBROCHURE at checkout.
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Best Practices: How to Hold a Virtual Meeting
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10 Things to Do When you Receive a Referral
There are 10 things you ABSOLUTELY must do each and every time you receive a referral to ensure you get more and more referrals each and every year, month, week, and even day. Here's what you do each time someone sends you a referral: 1. Call the referring person immediately to say THANK YOU for the new referral. Ask if there is anything special you need to know about the referral. 2. Call the NEWLY referred person THE MOMENT (or at least within five minutes) you hang up the phone with the person who sent the referral. Set an appointment immediately. DO SOMETHING to make sure you are connecting with your new contact. Whether it be face-to-face or not, show initiative. 3. Add your new referral to your CRM system AND your Client Appreciation program (If you don't already have a client event Client Appreciation Event Marketing program, check out our blog post, Client Appreciation Event Marketing). Makes sure to tag/note who referred them. 4. Set up a follow-up call with your new referral. It never hurts to check in with them to see how things are going. Use the following script: "I just want to make sure I'm not dropping the ball on my end!" 5. Send a video text message! Limit it to 10-15 seconds in length. You should make two videos: "Thank You" to the referrer "Thank you" to the referree 6. Send a personal, handwritten note to the referrer. Include a client appreciation gift, such as a $5-10 Starbucks gift card or a gift card of your choosing. You want to make sure you reward the act of sending the referral. Whether the referred person ever does business with you or not is irrelevant at this point because it is not their job to make sure that the person does business with you. You want them to simply send you the referral, and you should be able to take care of the rest. 7. Send a personal, handwritten note to the person being referred. You will want to thank them, introduce yourself again, and make sure they know how to contact you. 8. Create a Facebook video and tag the person who sent the referral. Thank them for referring their friends and family. DO NOT tag the person referred unless you have permission to do so. 9. Send professionally made gourmet cookies (or something similar) to the office of the referrer. You want to make a big deal about it. Make it a day they'll never forget! Go big with balloons! Coach Michael Hellickson suggests CookiesByDesign.com. 10. In your "Friends Referring Friends" section of your newsletter, include both names, giving credit, and thanks to the person who sent you the referral. (If you don't already have a newsletter, you MUST read our blog on the "Perfect Real Estate Client Newsletter.") After much time, effort, energy, and money is invested in generating referrals, many agents drop the ball with a referral and the person who sent it. Don't be that agent! Follow this list closely to ensure the best possible chance of doing business with the referral, and to cultivate additional referrals from the referring party. Bonus: Contact the person who sent you the referral upon closing to thank them once again. A phone call works best here! As our way of saying thank you for taking the time to read this blog, we invite you to a FREE 55-minute NO PITCH one-on-one coaching call with a Club Wealth® coach! Request a strategy session here. To view the original article, visit the Club Wealth blog.
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Friday Freebie: Download a COVID-19 Postcard and Reach Out to Your Sphere
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Leigh Brown's Tips to Rebranding Yourself During Challenging Times
With all of the uncertainty in the real estate industry due to the COVID-19 outbreak, Leigh Brown came to the Secrets of Top Selling Agents Facebook group to discuss some ways to rebrand yourself as a real estate agent during this time. There are many agents who are having difficulties figuring out what information they should be sharing with their clients or how to move their business forward while being sensitive to the current situation. During this time, agents have to have open and honest communication with their clients.
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Real Estate: The Virtual Way
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How to Set Up Facebook Instant Replies to Convert Real Estate Leads
Did you know that it is a really simple process to convert a Facebook follower into a real estate lead? Being able to generate business from a Facebook page is an equation that agents are always trying to crack. If you read further, we provide you with some information that not many agents know about. Automating Facebook Messenger to Feed You Leads
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The 5 Best Real Estate Cold Calling Tips
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How to Write a Strong Call-to-Action and Convert More Real Estate Leads
Words matter in real estate. The message you craft for leads will determine how many convert. If you are not seeing the sales figures you need, you may want to take a look at your call-to-action on Facebook and other platforms. What Is a Call-to-Action? A call-to-action (or CTA) is the part of your marketing that encourages your leads to do something. It's the phrase or sentence that tells readers to "sign up," "get started," or "download a free trial." This sentence has outsized importance in marketing because it is the one most closely linked to action.
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What You Need to Know About Virtual Meetings
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10 Thank You Notes That Will Generate Business
Amid non-stop e-mails and social media bombarding everyone each day, there is a powerful answer to help you stand out above the noise. How can you make an impact that is both remembered and generates additional business for you? It is the power of the handwritten "Thank You" card. Yes, Thank You via e-mail is so much easier. Yet, it is not the same. By setting up a system to send out handwritten Thank You cards, you will see a positive difference in your real estate business. The handwritten Thank You card is not something new and has been a tool for the success of many of the top agents in the country involved in real estate for decades.
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Your Complete Guide to Real Estate Scripts
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Building Your Value Through Conversation
As marketers continue to saturate every corner of the internet--and social media--we are finding that organic engagement is becoming a greater challenge for small businesses. With over 4 billion internet users, roughly 3 billion users on social media, and a staggering 5 billion mobile users, more people are online than ever before. So businesses should have no trouble reaching incredibly large audiences, right? If that's the case, then why is organic engagement such a struggle? Let me give you a little history, then a few solutions, especially for smaller businesses!
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Using Slack to Help Run Your Real Estate Business
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To Call or Text? The Value of a Hybrid Approach
In real estate, it's all about that first impression. A strong first touch and effective follow-up are critical for converting leads to clients. So, we've been gathering data to learn what methods work best for lead conversion. Unique Benefits of Calling vs. Texting With recent floods of robo dialers and spam calls, it's easy to see why texting has become a popular choice for agents. Texting has the advantage of delivering messages with high open rates versus calling, which requires an answer to get the conversation going. With a text, you also have the ability to show and not just tell. You can easily include links to properties, your website, etc., without the added step of an email. Another advantage that almost goes without saying is that texting is the preferred method of communication for millennial and Gen Z consumers. And generations across the board have grown more comfortable with texting with businesses. In fact, a recent study showed that 39% of businesses use texting to talk to customers. [Zipwip, 2019] However, phone calls oftentimes still reign supreme in the minds of real estate professionals. Why? Because they're in the business of relationships. The human-to-human connection is where they thrive. We hear it all the time; "If I can just get them on the phone, I'll close the deal!" So, what's the most effective approach? We recommend a hybrid approach. Based on our data, a text-to-call strategy works really well. Leverage the automation, consistency, and high open rates of a text message to start the conversation and build that trust to then invite the lead to a phone call. Use the text to introduce yourself and immediately display value. Then, schedule a call or (better yet) bring the text conversation to a point of engagement where the phone call actually feels natural and easy. Looking for the perfect text script? Here are two top-performing openers from the texting data we've collected. 21.38% Engagement: "Hi (visitor name), this is (agent name) with (company). I wanted to send you some listings. Which neighborhoods are you looking in?" 41.42% Engagement: "Is this (visitor name)?" Let BoomTown handle the outreach for you. Here's a trend that I've noticed in my 10+ years of working alongside real estate professionals. The most successful agents and brokers tend to do these three things: prioritize their time based on dollar-productive activities, leverage the value of their database, and diversify and grow their lead sources. Agents should be out in the field, going to appointments, shaking hands, making connections, closing deals. Not bogged down in the trenches of follow-up. But, those texts and calls that engage new leads are critical for building a healthy book of business. The reality is, most agents simply don't have the bandwidth to keep up with it on their own. That's why BoomTown recently announced a new program called Success Assurance. This program uses a lead concierge to handle the qualification and initial follow-up for you. Allowing you to jump in when the leads are ready. We're gathering data and feedback from our clients to continuously improve the lead engagement experience and boost lead conversions. Those clients of ours who have taken advantage of the Success Assurance program have already seen remarkable results and we're excited to empower agents in this new era of technology that works smarter and harder. Discover What's Possible with BoomTown! Request a Demo To view the original article, visit the BoomTown blog.
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Is Your Listing Description Turning Consumers Off?
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Run Your Real Estate Business with a Smartphone Using Video Conferencing
Years ago, we had a house for sale (YES, I used a REALTOR; if you were thinking I would FSBO--NEVER!). I was the perfect seller--never there for open houses or showings, kept the house clean and a bunch of stuff either boxed up, sold or donated to reduce clutter. I used my own social media and web presence to help get the home noticed. One day after a showing, I came home and a lady was sitting in front of the house in her car on the phone. I gave her a few minutes and walked out and started a conversation. She told me she was telling a friend that lived out of state about the appearance of the house. Her friend requested she check out the house and neighborhood.
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Run Your Real Estate Business with an Android Phone using Email, Messenger and Text
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Run Your Real Estate Business with an iPhone Using Email, Messenger and Text
Before I get into how we can use our smartphone to keep in touch with friends, family, past clients, current clients and leads, I'll ask you to do a little exercise. Take a look at your contacts and where you normally communicate with them—phone calls, text, email, Facebook Messenger, Instagram, LinkedIn, WhatsApp, Twitter and Snapchat, to name a few. If you normally communicate with someone by, let's say, Facebook Messenger, and on their birthday you send them a canned email, how do you think that will be received? I feel this is where you separate yourself from those who might use a single platform like email to send out all the birthday, anniversary and other occasion messages and those who use the platform normally to communicate with contacts.
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[Best of 2019] 5 Things an Agent Should Never Say to Leads and Past Clients
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[Best of 2019] 10 Real Estate Email Subject Lines and Why They Work
We're continuing an annual tradition of counting down our top 10 articles of the year. The following article was originally published in April and is #8 in our countdown. See #9 here. The average user sends and receives over 100 emails every day. The odds that they will open every email they receive are slim, especially if they're wary of unknown senders. So, how can you ensure that your audience is opening and reading your carefully crafted emails? The answer lies in the simple, unassuming subject line. While most email subject headlines are less than one or two sentences long, they can spell the difference between a read message and another junk email. About 80 percent of readers never make it past the headline, or in this case, the subject line. Here's how you change that. Here are ten real estate email subject lines to help you master the art of the email.
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How to Ask Your Clients for a Referral
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Top 4 Ways to Answer Commission Questions
Just about every real estate agent has been faced with home sellers who have commission questions. Usually, they want to pay a lower commission than your normal fee. It's frustrating because sellers sometimes don't realize all the knowledge and expertise that agents contribute to a successful home sale. Besides that, lowering your commission is just like losing money! Here are some ways to answer that "Will you lower your commission?" question most effectively.
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Apple Users: Let's Set Up Notes to the Max!
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Dictation, One of the Most Underused Features in Apple Notes and Google Keep!
I must admit I often forget about the dictation feature offered on both Apple Notes and Google Keep. Hopefully, sharing this tip and technique will help me remember to use it more, and maybe you also will see the benefits of using dictation with Notes and Keep! I can't tell you if Apple or Keep is the best one for dictation. The only edge I see for me is that I can say, "Siri, make a note" to get started. One of the biggest features with both Notes and Keep is almost instantly it moves from your mobile device to your computer. There, you can work it for punctuation, correct words and turn the dictation into a bunch of different end products: emails, word documents, notes for time and contact management, posts on social media, or just information you want to save in Notes or Keep.
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5 Things an Agent Should Never Say to Leads and Past Clients
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Don't Make These Mistakes with Your Market Reports
Even folks who aren't thinking of buying or selling a home in the near future enjoy reading well-written real estate market reports. If you aren't using market reports in your marketing efforts, you're missing out on a prime opportunity to show your area expertise. However, it's not enough to slap up an MLS graph and call it a market report.
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Top Pros and Cons of Verbal Real Estate Offers
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Top 10 Seller Objections to Staging and How to Overcome Them!
There are different opinions as to whether staging a property is worth the money and time involved, but one thing is clear: A home that is clean and uncluttered garners more attention. The result is increased showings leading to offers. Many concur that staging a home makes a huge difference. How the furniture is placed, and the feeling buyers have when entering a home, can make or break a potential sale. In today's age, the first impression is a lasting impression. Agents know this. So, what happens next? You, as their listing agent, speak to the sellers and may receive numerous objections. Here are the top 10 objections that most real estate agents face and how to overcome them:
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The Generational Cheat Sheet: Best Ways to Communicate with Each One
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RU Getting the Most Out of Txting?
Texting has quickly become the favored mode of communication between friends and family, outpacing voice calls and emails. But how do consumers feel about businesses using text to communicate with them? Turns out, they are receptive to it. A nationwide survey found that individuals actually read 82 percent of text messages sent from businesses within five minutes of receiving them.
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Facebook Messenger Bots: How to Automate Conversations to Qualify Leads and Stay Top of Mind
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How to Create the Perfect Neighborhood Guide for Your Real Estate Website
The top real estate agents in the industry offer so much more than basic buying and selling services. The agents that become leaders are those who provide a continuous stream of value for their core clientele. Bring Your Prospects Value If you want to increase your number of commission checks, start thinking of ways to educate and support your community. Of course, you can pass on tips relating to the core elements of real estate like everyone else. But maybe there are other areas that you could provide insights on as well?
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Turn Your Listing Descriptions into Sales
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Cheat Sheet: Photo Editing Terms for Real Estate Agents
Professional photographers make a bunch of tweaks to your photos behind the scenes that have a huge impact. Here is a guide to talking the photography talk even if you can't walk the walk. Use the guide to communicate changes you may need or to criticize your colleague's inferior photos--up to you!
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4 Ways You Can Reach New Leads Faster
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Tips and Tricks for Hosting the Perfect Real Estate Webinar
Webinars are a relatively easy way to reach and educate a wide audience. With no geographical barriers, webinars provide the perfect platform for you to reach attendees from around the world. To start with, here are just a few benefits of hosting a webinar, and the top reasons why webinars are leading the way:
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5 Strategies to Generate Seller Leads and Build Better Relationships
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5 Tips for Building Trust with Clients
Real estate is, first and foremost, a business based on client relations. Real estate agents provide a personal connection that can't be replaced, which means building trust with clients is crucial. Set yourself up for success from the start--here are some ways to foster that agent-client relationship.
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Learn These 7 Meeting Skills to Land More Real Estate Clients
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How to Create the Very Best Generic Autoreply Emails
If you think automatic generic response emails can't increase sales, think again! Considering every sale begins with a lead, it's amazing how many companies let leads slip right through their fingers. Let's face it: Lead generation is hard...and/or expensive. If you're doing lead gen by yourself, it can eat up your whole day--and the next--ad infinitum. If you're buying your leads, they can be both pricey and worthless. If your company is supplying you with leads--even if you don't have to put out the cost upfront--understand those leads are costing you big time on the backend of the transaction in salary or commission reduction. So, if leads are so difficult to come by, wouldn't it make sense to do everything you can to convert those leads once you get them into sales?
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How to Handle Tough Conversations with Clients
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Dealing with Squatters: How to Ask Them to Leave
So, you've calmed an agitated squatter in the home you're showing. What's the next step to take in order to show the listing without provoking a confrontation? Watch this week's episode of 'Real Answers' to find out. In the video above, you'll learn: How to safely give squatters options to leave so you can show the home What to say if they choose not to leave Why respect and appreciation for the squatter and their decision are key Why you should never issue ultimatums if you want to stay safe Sample scripts you can use throughout the interaction
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5 Tips to Get Your Emails Read
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Elevate Your Content with High-Converting Guides
There's that pesky word again: "content." Now before your eyes glaze over with visions of "Top 5" articles and makeup tutorials, let me remind you that content is simply the valuable information on your website or social media platforms that you share with your prospects. You likely already have some content built up in your repertoire. Maybe you blog about areas in your geographic farm, share videos on Facebook, or perhaps you've created a downloadable checklist for first-time homebuyers. If so, you're ahead of the curve!
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10 Real Estate Email Subject Lines and Why They Work
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49 Uplifting Real Estate Quotes That Will Inspire You to Be Great
Real Estate Quotes "Buyers decide in the first eight seconds of seeing a home if they're interested in buying it. Get out of your car, walk in their shoes and see what they see within the first eight seconds." – Barbara Corcoran "Typically, the research tells us, that a high quality real estate agent that really knows what they are doing will add more to the equation than they cost. Because people make mistakes when selling their own home – the mistakes are costly." – Dave Ramsey "Don't beat yourself up. Some transactions will naturally go smoothly, and others are a month of challenges. Learn what you can from each transaction, move on, and start the next one." – Kurt Uhlir "A real estate agent has two property listings. Now add 11 more. What does the agent have now? Happiness. That agent has happiness." – Tim Dulany "In any market, in any country, there are developers who make money. So I say all of this doom and gloom, but there will always be people who make money, because people always want homes." – Sarah Beeny "To be successful in real estate, you must always and consistently put your clients' best interests first. When you do, your personal needs will be realized beyond your greatest expectations." – Anthony Hitt "Now, one thing I tell everyone is learn about real estate. Repeat after me: Real estate provides the highest returns, the greatest values, and the least risk." – Armstrong Williams "Real estate is the purest form of entrepreneurship." – Brian Buffini Real estate is never easy. There are late nights, early morning, no weekends, and infrequent vacations—but the payoff is that you get to help people through one of the biggest decisions in their lives and make their dreams come true. There are multiple lists of the same 10 real estate quotes that people toss up. We wanted something more. Our team combed through more than 15,000 websites, 115,000 tweets, countess Pinterest pins, 300 hours of keynote speakers and a ton of other sources to find you the most real estate quotes that will inspire you for the long-haul, motivate you to take the next step in your business, and hopefully laugh a little too. In today's real estate market, we all get little sleep. You deserve at least five minutes to feel inspired and laugh. Don't you? I hope that this list of deservedly famous real estate quotes will give you the break you need to recharge today. Happy reading! Forty-one more motivational quotes (and shareable images!) are waiting for you. Click here to read them all!    
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The Language of Sales: What to Say (and Not Say)
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How to Turn Online Leads into Commissions in 3 Easy Steps
"I've already spoken to someone, thanks." *click* That's exactly how you DON'T want your first conversation with a new lead to go. And it doesn't have to if you have a system in place for attracting, following up, and nurturing home shoppers. No system? No problem. Today, we'll show you the "three Rs" that one successful agent uses to convert online leads into sales. Ready? Let's go!
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How You Can Add Flavor to 'LPMAMA' So Leads Stick with You
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Is Your Real Estate Seller Content Hitting the Mark?
The real estate seller is a prime prospect, as listings are known to be the best business building tool for real estate professionals. They also can feel like they're the targets of tons of marketing, emails, and repetitive advice. When you're pursued by a throng of real estate agents, it feels like a pack, and your attention is mostly in getting away; nobody stands out.
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8 Great Gmail Tips and Tricks
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How to Quickly Establish Rapport with Clients
Clear communication is one of the keys to a successful agent-client relationship, but that doesn't mean simply keeping in contact with your clients on a regular basis. True communication takes into account the unspoken messages that pass between you and your client. Communication is key for real estate success. When was the last time you paid attention to what your client's body language, mannerisms, and tone were "telling" you?
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Top 3 Tips for Following Up with Real Estate Leads Like a Machine
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Managing the Meltdown: Successfully Navigating Your Clients through a Stress-Free Home Buying Process
Moving into a new home is among the most stressful events an individual will go through in their lifetime, right up there with a divorce, the death of a loved one and the loss of a job. Yet surprisingly, most real estate agents are never taught how to manage a client's emotions in a way that will prevent a meltdown from occurring. By using a few simple techniques and front-loading the process to show clients what they can expect at each step of their journey, it's possible to mitigate and even avoid meltdowns, says Steve Wener, a San Diego-based real estate agent.
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The Dos and Don'ts of Content Marketing in Real Estate
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Converting Prospects Through Conversation, Not a Script
As an agent, do you have a reliable strategy and system for engaging with and converting potential clients? Whether a prospect walks into an open house, comes by way of an online ad, or through a chance encounter at a local coffee shop, having a framework in place to guide the conversation and assess their needs from the get-go will prove invaluable down the road.
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Top 10 Tips to Finally Conquer Your Email Inbox
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How to Follow-Up with Leads 450% More Effectively
Do you ever feel like your follow-up process is letting leads slip through the cracks? You've spent money generating leads. You've watched them register on your website. And then... no response. No engagement. It's frustrating to see active homebuyers leave you high and dry. Done enough times, you get fed up, right? Now, before you call it quits, let me walk you through a few "investigative" ways to improve your lead follow-up.
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Why Responsiveness Is the Most Important Quality in a Real Estate Agent
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How to Turn 'No' into a 5-Figure Commission
Anyone who works online leads knows it takes skill to turn a property inquiry into a potential client, let alone a commission-earning deal. Texting only makes things more difficult, with no assurance of a timely response and no way to rely on body language to see if a connection is really being made. Difficult, but, as San Diego-based real estate agent Steven Wener recently proved, not impossible.
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How to Follow up with Online Leads
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8 Steps to Reconnecting with Real Estate Clients
It's interesting to look at how we've evolved and grown through our lives, to see how our priorities shift, our friend groups expand, how geography separates us. It can almost feel impossible to keep in touch with those we've met along our journey. Despite the incredible advancements in technology making it easy to connect with people, we still let ourselves feel so disconnected. "Let's keep in touch" has unfortunately become a throwaway comment we say to one another as a conclusion to a conversation – but how often do we actually follow through? Getting caught up in the moment with an old colleague or client can leave us with genuine feelings of wanting to keep in touch, but the rigours of everyday life can override those priorities and put it on the backburner.
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