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Top 10 Roadblocks: Clearing the Path to Success
Wednesday, January 29, 2020 at 10:00 AM PST There are plenty of reasons why leads may start to pull-back when you reach out to them. Get one step ahead by understanding common roadblocks and how to clear the path. In this session, we'll share the top 10 challenges in connecting, converting and establishing value with online leads and how to overcome them. Examples of what we cover: Just wanted more info on the property Not ready to talk to an agent The listing is under contract Register now!
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Is Your Listing Description Turning Consumers Off?
Imagine if you had a magic power to know exactly how readers would react to the description text that you write about your new listing. "This lovely two-bedroom fixer-upper..." According to research from ForSaleByOwner.com, the word "fixer-upper" is a horrible term. In fact, even buyers who say that they want to buy a fixer-upper are not likely to react positively about a property being called a fixer-upper. The study found that for consumers over the age of 45, "turnkey" is the most desired feature they seek out in their next home. That is probably a good word to use in your property descriptions. Now think a bit further about how you are going to market the property. Think first about the age of the likely homebuyer. If they are between 45-64, they are probably juggling kids in high school or college, have been promoted to the most stressful job of their career, and have little time for anything other than family and saving for retirement. They do not want homes that require a lot of work or maintenance. Great schools are also a key priority, not surprisingly. Instead of hesitating to share school information, do the work to verify what school district your property falls under. It's also ideal to share not only the district, but the specific schools that children will attend. Districts can have great variations in the quality of schools. The research also revealed that men and women have different priorities when choosing a home. Men are most interested in a property that their partner loves and that provides an easy commute and great schools. Women, on the other hand, are interested in a turnkey home in move-in condition. Men and women share strong interest in a close commute and great schools. If you would like to download the entire study, you can click here.
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Run Your Real Estate Business with a Smartphone Using Video Conferencing
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Run Your Real Estate Business with an Android Phone using Email, Messenger and Text
I am going to take a different outlook on how we should keep in touch with family, friends, past clients, clients and leads versus the way most Customer Relationship Management (CRM) systems advocate. When it comes to communicating with people, we use many different platforms to keep in touch. We use phone calls, text, email, Facebook Messenger, LinkedIn, Instagram, WhatsApp, and maybe even Snapchat as a means of communication.
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Run Your Real Estate Business with an iPhone Using Email, Messenger and Text
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[Best of 2019] 5 Things an Agent Should Never Say to Leads and Past Clients
We're continuing an annual tradition of counting down our top 10 articles of the year. The following article was originally published in October and is #3 in our countdown. See #4 here. Do you ever look back on a conversation and wish you had said something differently? It happens to the best of us. When you're communicating with real estate leads and past clients, it can be challenging to handle every conversation perfectly. But being aware of what you're saying (or not saying) can help you begin to have conversations that lead to more leads, more clients, and more commissions! Here are five things an agent should never say to leads, and what you should say instead.
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[Best of 2019] 10 Real Estate Email Subject Lines and Why They Work
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How to Ask Your Clients for a Referral
The best time to ask for a referral from your clients is when you're working with them on a transaction. Your current clients are the best advocates for your business. Think about it — they're excited about closing on their home purchase or sale and are talking about it with family, friends, neighbors, co-workers and acquaintances. Additionally, everyone is asking your clients about their experience — how it's going, when do they get to move in, etc. Since you're also in frequent contact with your clients on the phone or via text or email, you have many opportunities to ask for referrals. However, many agents are nervous about asking for a referral because they don't want to seem pushy. They assume that their clients will automatically refer them so they don't ask. Don't assume your clients know to refer you; like everyone at one point or another, they need a reminder. We developed the Referral Dialogue to make it easier for agents to ask for a referral. It makes the asking part feel more natural so you don't feel like you're being pushy. The beauty of the Referral Dialogue is it explains how you're different from your competition, the concept of working by referral and why their referrals help drive your business. First, you'll educate your client about how the traditional real estate business works: "Most people spend the majority of their time and resources prospecting for new business—things like cold calling, door knocking, advertising, etc." Then, you'll explain how you work: "I don't do any of that. I devote myself to serving the needs of my clients before, during and after each transaction. All I ask is that while I'm working for you, I would like you to refer me to people of comparable quality to yourself, who are thinking of the type of service I provide, and who would appreciate this same level of attention." Finally, you'll explain how working by referral benefits them as clients: "You see, as long as you and my other clients keep referring me, I don't have to go out prospecting like everyone else and I can do an even better job working for you. Does that make sense?" Practice this dialogue often so you can refer to it whenever you speak to your clients, especially early on in your relationship with them. It also helps to gently remind them to refer you at the end of your communications with them, whether it's written at the end of an email or at the bottom of the cover letter that you send with your flyer. You might even say it before you hang up the phone. Use this dialogue to remind your clients to refer you: "Oh, by the way… if you know of someone who would appreciate the level of service I provide, please call me with their name and contact information. I'll be happy to follow up and take great care of them." Another great way to generate referrals is by mailing monthly items of value to your clients — these can be anything that teaches them something new or provides them with useful information to apply right away. By doing this, keep your service top-of-the-line, making clients even more excited to refer you to others. Referral Maker PRO is a monthly marketing kit that can take care of the entire process for you. Each month, members receive Items of Value, eReports, notecards and many more helpful materials. Give it a try and download your free marketing materials today to get started!
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Top 4 Ways to Answer Commission Questions
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Apple Users: Let's Set Up Notes to the Max!
First things first: Android users, I promise to update Google Keep often, and please don't feel slighted as I dedicate these tips to Apple users! Now, let's talk how we can maximize Notes on our iPhones and iPads. Many of the features I have covered in this series depends on having all your Apple devices connected to the iCloud. Before you panic about storage space and having to spend money buying more iCloud storage, we can talk about ways to use your iCloud storage wisely later (that's another article).
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Dictation, One of the Most Underused Features in Apple Notes and Google Keep!
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5 Things an Agent Should Never Say to Leads and Past Clients
Do you ever look back on a conversation and wish you had said something differently? It happens to the best of us. When you're communicating with real estate leads and past clients, it can be challenging to handle every conversation perfectly. But being aware of what you're saying (or not saying) can help you begin to have conversations that lead to more leads, more clients, and more commissions! Here are five things an agent should never say to leads, and what you should say instead.
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Don't Make These Mistakes with Your Market Reports
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Top Pros and Cons of Verbal Real Estate Offers
What are the pros and cons of verbal real estate offers? Today we bring them to you. Pro #1 As the listing agent, you get to call the seller who is anxiously awaiting to get an offer. That is the only pro for listing agents. Yet, don't let it backfire on you. Read below to learn more. Pro #2 As the buyer's agent, writing up an offer can be a time-consuming process (there is the initial contract along with the addendums), especially when the buyer wants to offer a price much lower than you think the seller may accept. After all your hard work, the seller may balk at the offer and not accept it. So, you may think, "Why not just ask the listing agent before writing up the offer?" Sounds a lot better than wasting your time, right? Think again. Buyers mostly focus on price at first when making their initial offer with the seller. Most of the time, it is not just about the price. The purchase offer often encompasses terms and conditions that may or may not be acceptable to the seller. It's a complicated legal document. Many rounds of discussions may take place, and then nothing may become of it. When it is in writing, you can keep clearer track of all the elements of the transaction, whether it results in a sale or not. Example One: A real estate listing agent received a text for a property she had on the market in North Miami Beach, Florida. The text from the buyer's agent read, "My client wants to offer _____ cash on the above property. Please advise." The answer from the listing agent was, "Please put it in writing and show proof of funds." Did she ever hear back from the buyer's agent? The answer is NO. When the listing agent followed up with the buyer's agent, he said that he could not reach the buyer, which is why he never responded back. The buyer had disappeared. He had ghosted. The term may be familiar to those who are dating—yet isn't working with buyers also a form of courtship until the transaction is completed? Imagine if the listing agent had made the verbal offer to the seller and the seller said okay, only to find out that the buyer disappeared. Think they would be happy? Example Two: A week later, the same listing agent for the above property received a text from another buyer's agent. The text read, "Buyer just saw unit and is thinking about renovation costs and would like to offer your seller ____. I do not want to waste my time and yours. Please present this verbal offer to seller to get the process started." The listing agent's answer was still the same: "I don't accept verbal offers. If your client is interested, please present a written offer." Then the listing agent did what's a growing rarity in the real estate business: she picked up the phone and explained how it would benefit all parties to present the offer in writing, and the buyer's agent agreed. The offer was presented AND accepted by the seller. Who wants to waste their time? No one. Especially in today's world. That's why presenting written offers is a vital part of the real estate business. 6 Cons to Accepting a Verbal Offer as the Listing Agent Con #1 With no written offer, there is no proof that the buyer did make an offer. If the listing expires, and the same buyer makes an offer on the property, the protection period in the agreement may not protect your commission. Remember, there are cases when buyers try to go behind the listing agent and present an offer directly to the seller when it is no longer listed. The normal protection period in a listing agreement is up to 180 days (may vary by state). Without a written offer, if the buyer makes an offer months later, you may not receive any commission for all your hard work. Con #2 If the seller verbally agrees to a price, the buyer may re-think the offer and submit a lower offer. The thinking process sometimes goes like this: "If they accepted my first offer so quickly, maybe they will accept this one, which is a little less." The buyers threw in the initial bait hook and are now fishing again. Con #3 The verbal offer gets accepted and the seller is elated. Then…nothing happens. The buyer changes their mind and loses nothing because there is no written contract and no deposit. Con #4 When the written offer does not follow the verbal offer, the seller may begin to doubt the legitimacy of the offer. If the seller has any doubts about your efforts to sell their property, this will solidify it. And if the listing is set to expire soon, they may think it is a ploy for you to keep the listing. Also, if a seller is uncomfortable with you in any way, this may set them off to fire you. Con #5 Verbal offers usually don't consider all the important details as noted in the contract. Price is just one of the important elements of a contract. The type of contract being presented is important, as well as the following terms and conditions: inspection period, earnest money deposits, whether it is subject to appraisal, closing date and much more. All terms and conditions can be clearly defined when the agreement is placed in writing. Con #6 It is crucial to keep in mind that verbal agreements to sell real estate aren't legally binding. To be legally enforceable, a contract to buy real estate must be in writing, agreed to, and signed by both buyer and seller. Bottom line The advantages of a verbal offer are very small. The seller is at a disadvantage with verbal offers, as well as the real estate agents involved in the transaction. Be sure to consult a real estate attorney to make sure you have a binding contract or ask any other legal questions you may have. Yes, there are many demands made on your time as real estate agents each day. But remember, without a written offer and deposit from your buyer, there is no skin in the game. Stay fresh, focused and professional by following the above tips. Janice Zaltman is a Realtor, LEED AP, marketing coach and writer with more than 20 years of experience in the sales, marketing and media fields. To view the original article, visit the Form Simplicity blog.
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Top 10 Seller Objections to Staging and How to Overcome Them!
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The Generational Cheat Sheet: Best Ways to Communicate with Each One
We live in an age of ever-changing ways to communicate: social media, email, text (SMS) and telephone. Which one is the preferred method for your clients? In an industry like real estate, it's vital to know the best way to communicate with your buyers, sellers, peers and just about everyone. What makes this fascinating is how communication styles can differ by generation. Right now, there are six generations that comprise our society. Every one of these six generations plays a role in the real estate marketplace. And today we bring you the best ways to communicate with each generation. So keep this cheat sheet handy!
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RU Getting the Most Out of Txting?
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Facebook Messenger Bots: How to Automate Conversations to Qualify Leads and Stay Top of Mind
One of the most important lessons you can internalize about growing your business in the digital age is that you have to "meet your customers where they are." That used to be simple: postcards in their mail, emails in their inbox, calls to their phones. But if you've been solely relying on traditional communication methods like these, then you've likely noticed a decline in interactions. It's just harder to get in touch with people that way these days. So if you want to keep your business strong, then you need to find another channel. And boy, do we have just the channel for you!
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How to Create the Perfect Neighborhood Guide for Your Real Estate Website
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Turn Your Listing Descriptions into Sales
Think back to 2006. You may remember hearing about the launch of a new social media platform, Twitter. You most likely didn't, because it had little fanfare. Posts to the social media platform were dubbed "tweets" and tweeters were limited to only 140 characters. Jack Dorsey, one of the platform's founder, claims they chose the word Twitter, because it was "perfect," defined as "a short burst of inconsequential information." Today, tweeters are allowed to use 280 characters to tweet out their inconsequential information, but the majority use only 33 characters, according to Sarah Perez, at TechCrunch.com. Remind you of anything?
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Cheat Sheet: Photo Editing Terms for Real Estate Agents
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4 Ways You Can Reach New Leads Faster
It's 2019 and buyers and sellers expect instant access to the information and services they're looking for. Your best chance of converting your leads is to reach them in the first five-minute window after they call or fill out a request form. There are a lot of ways you can respond to new leads more quickly. Find some ideas below.
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Tips and Tricks for Hosting the Perfect Real Estate Webinar
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5 Strategies to Generate Seller Leads and Build Better Relationships
It's no secret that seller leads represent an enormous opportunity for your business. But are you struggling to attract and convert them? Just like with buyer leads, generating and converting seller leads is all about relationship building. The internet and digital media have drastically altered the way we interact with prospects, but the need to build relationships is as important to real estate as it ever was—it's only the way we build relationships that's changed. The best way to build relationships with seller leads is to increase your visibility, provide a strong value prop, and stay in consistent communication. We compiled a step-by-step process of proven strategies top agents use to attract and build relationships with seller leads.
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5 Tips for Building Trust with Clients
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Learn These 7 Meeting Skills to Land More Real Estate Clients
It doesn't matter how effective your Facebook advertising campaigns are: if your meeting skills are weak, you will constantly struggle to land new clients. It's a hard pill to swallow, but it's the truth. In the age of digital marketing, it's easy to forget the art of the "face-to-face" meeting. Every real estate transaction requires some sort of interaction between an agent and a client. If you are looking to increase your sales, focus on your meeting skills. Yes, some agents are naturally more charismatic than others, but everyone has the ability to increase their interpersonal abilities. If you are interested in becoming the local real estate leader of your city, you need to become an effective communicator. If you can master these seven skills, your meeting conversion rates will skyrocket through the roof!
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How to Create the Very Best Generic Autoreply Emails
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How to Handle Tough Conversations with Clients
As agents, you know there are going to be tough conversations with clients. The home buying and selling processes can be emotional, and for many clients, this is the biggest and most stressful financial decision they've ever made. Unexpected issues can crop up along the way: Bad news comes up during an inspection. A deal falls through. Your buyer's offer isn't chosen. You don't want a client to forego working with you again or sending a referral because of tough conversations that could have been avoided or handled more smoothly. In fact, by handling those difficult conversations well, you might earn a strong Google review for your transparent, honest approach. Getting through the challenges can require some difficult talks with clients, but here are some ways you can help them through it:
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Dealing with Squatters: How to Ask Them to Leave
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5 Tips to Get Your Emails Read
Email marketing is a very vital tactic for businesses of all sizes – when executed correctly. In fact, it's actually the preferred way clients want you to communicate with them, with 91 percent of U.S. adults suggesting they would like to receive emails from companies they do business with. While it's a highly effective and low-cost marketing solution, many people keep making the same mistakes.
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Elevate Your Content with High-Converting Guides
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10 Real Estate Email Subject Lines and Why They Work
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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49 Uplifting Real Estate Quotes That Will Inspire You to Be Great
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The Language of Sales: What to Say (and Not Say)
We are all being sold to... constantly. Unwanted ads, calls, and marketing e-blasts bombard us everyday. Here's how to be part of the solution and stand out from the noise. Many times it feels as if "permission" marketing has been thrown to the wind, but occasionally, we experience the better side of sales. The side where someone is presenting us with a valuable service in a helpful way. Successful agents know how to do this in their businesses. They deliver effective messages that persuade prospects and elevate their offering.
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How to Turn Online Leads into Commissions in 3 Easy Steps
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How You Can Add Flavor to 'LPMAMA' So Leads Stick with You
Imagine a slice of bread. Served plain, it doesn't look tasty, does it? But top it with a few other ingredients and sandwich it with another slice of bread, and you have a delicious meal suddenly. The same premise applies to LPMAMA in real estate. By itself, it provides agents a series of questions they can qualify leads with. However, there's one drawback to LPMAMA's questions. They're very "agent-focused." They're designed to serve you, not necessarily the consumer – which puts them in a weird emotional state.
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Is Your Real Estate Seller Content Hitting the Mark?
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8 Great Gmail Tips and Tricks
Gmail by Google is the world's most popular email program: 1.4 billion users. It's robust, simple to set up, easy to use, wickedly fast to search, and for most people, free. No wonder it's wildly popular among real estate agents. Gmail has many unknown and little-used features that can be hugely helpful. But like the secret menu at the West Coast chain In-N-Out Burger, most people don't know what's available. Here's your guide to some great Gmail tips and tricks to help boost your business:
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How to Quickly Establish Rapport with Clients
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Top 3 Tips for Following Up with Real Estate Leads Like a Machine
So you've got a solid lead generation strategy and you're trying to build a lasting pipeline. But is your follow-up working? Agents often expend most of their energy on generating more and more leads. And while drumming up business is important, it's what comes next that truly matters and moves your leads from that first phone call to the closing table. Follow-up is critical, but it's also pretty straightforward! Implement these three steps and your process will work seamlessly.
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Managing the Meltdown: Successfully Navigating Your Clients through a Stress-Free Home Buying Process
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The Dos and Don'ts of Content Marketing in Real Estate
"Content marketing" is a buzzy term, but it's basically what it sounds like: You create content of value (photos, blog posts, videos) as part of your real estate marketing plan. Different from — though complementary to — the ads you place with just your name and photo, content marketing pieces don't feel like marketing. They give buyers and sellers a sense of your expertise, while also building brand awareness and trust.
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Converting Prospects Through Conversation, Not a Script
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Top 10 Tips to Finally Conquer Your Email Inbox
At this moment in time, how many emails are in your inbox? Today, one woman said 20,000 emails, and she just ignores most of them. Twenty-thousand may sound extreme, yet many people have thousands of emails in their inbox. We are talking about the number of total emails sitting there, not just the read ones. An attorney I work with is completely up to date with all his emails. His wife had only 22 emails in her inbox. That is a rarity. As business people, and in our personal lives, the number of e-mails we get each day can be daunting. A disorganized inbox can hurt our business and productivity.
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How to Follow-Up with Leads 450% More Effectively
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Why Responsiveness Is the Most Important Quality in a Real Estate Agent
There are numerous surveys and studies that show that the majority of buyers work with the first agent they speak to. That means all you have to do to get more clients is be more responsive. California Association of REALTORS' R.E.A.C.T. report shared several insights into the importance of being responsive to your current, past, and future clients. Find out how you can go beyond answering the phone when it rings and immediately calling incoming email leads to connect with more leads and close more deals.
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How to Turn 'No' into a 5-Figure Commission
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How to Follow up with Online Leads
Once you have digital marketing campaigns in place and start receiving notification of fresh leads, the ball is in your court to nurture these relationships. In order to effectively nurture your online leads, be sure to follow these steps:
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8 Steps to Reconnecting with Real Estate Clients
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Ask Your Way to More Listings
I know, I know... it sounds too good to be true. The reality, however, is that this strategy is MUCH more effective than any other means of generating seller leads. I'll explain. Let's imagine a big ol' juicy subdivision that's positively packed with homes you'd like to sell. And let's also agree that you don't know a soul in the neighborhood and that you have zero dollars to invest in marketing. And just to make it even more obvious, let's imagine that they don't have mailboxes, phones, or email addresses. If this was your scenario, you'd recognize that door-knocking is your only option. (And keep reading if you'd rather die than go door-knocking. I'm going to show you how to use this strategy even if you're not willing to get paid for going on a walk and talking to people.) Let's consider how you might feel the day you decide to park your car in somebody's cul-de-sac and get your door-knocking on. Will you be nervous? What will you be expecting? Will people slam their doors in your face? Will people tell you there's NO SOLICITING in this neighborhood? Will they call the police? Will they tell you to GET OUT? They might. In fact, they're likely to if you have the wrong approach. That said, they might also really appreciate the opportunity to help you. They might happily give you a bunch of warm referrals. Who knows, they might even list their home, with YOU, right then! I know, #amazeballs So what's the right approach? It's simple. Instead of going into that neighborhood with the intention of taking what you need (listings), go with the intention of helping people. Put it firmly in the bedrock of your mindset. Tell yourself: I am doorknocking to help people. I am doorknocking to solve an important problem. I am doorknocking to make this neighborhood a better place. I am doorknocking to give back to this community. I am doorknocking to make a positive impact on the world. And the best part is that you will really be doing all these things when you have the right approach, which I'll give to you now. Instead of being ready to tell them about how great you are, be ready to ask for their help. You see, psychologically, we each have six fundamental human needs that MUST be met. The one we're appealing to with this approach is called 'contribution.' It feels good to help other people. Most of the people who answer their doors will be willing to help you, provided that you give them a compelling reason. Your need for income is not compelling. Your desire to buy a new car is not compelling. That vacation you want doesn't mean squat to them—but if they can see that you're willing to do something most peole find unpleasant in an effort to help other people, the table turns instantly. Consider this approach... It's a warm day and you're dressed in office clothes even though you're out pounding the pavement. Who knows, you might even be sweating? You lumber up to the first door, knock, and someone answers. They look at you quizzically, trying to decide if you're dangerous or maybe they know you from somewhere, and then you say "Hey... I'm really sorry to bother you, I don't normally do this but I really need some help. Can you help me?" Nine times out of ten they're going to say something like, "I don't know, what do you need help with?" And your response is going to be, "Well, here's the thing... I'm a real estate agent and I know there are people who insist on living in this neighborhood. I'd like to find a home for them. Do you know anyone that's thinking of selling?" Their answer is going to be yes or no. If yes, simply thank them. Then, introduce yourself, ask for their name, and then ask for the name and address of the people they think might be willing to sell. If they say no, simply thank them for their time. Then, introduce yourself and hand them your card. Tell them that you sure would appreciate a call if they think of anyone later. I know a brand new real estate agent in Tampa, Florida who used this technique to list 11 homes his first month in the business. There are some people reading this who haven't listed 11 homes in their entire career. What are you waiting for? Get out there and make it happen! To view the original article, visit the Happy Grasshopper blog.
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The 1-Year Challenge: Learn 52 Spanish Real Estate Terms in 52 Weeks
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Writing Listing Descriptions that Sell
When buyers are searching for properties online, photos and property descriptions are vital to gaining exposure and showings. The same is true when agents are searching for properties to show their clients. But should the descriptions for both audiences be the same? The answer is no, because you are appealing to two different needs, with different perspectives when viewing the information. Let's review the best way to communicate with each audience.
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How to Handle 11 Common Objections in Real Estate (Scripts Included)
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[Best of 2018] Get Your Own, Personal Emoji
Here it is—our top article of the year! This article was originally a "Friday Freebie" published back in November and is the most read article of 2018. See #2 here, or read the full list of our Top 10 articles from 2018 here. Want to make an emoji that looks like you in mere seconds? Now you can. This week, Google launched a new feature that uses machine learning to analyze your selfie and generate an emoji that looks just like you. Find out how you can create and customize your own emoji in this week's Friday Freebie.
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[Best of 2018] 50 Words Real Estate Agents Should NOT Use in Email Subject Lines
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[Best of 2018] Safe Selling: Screen Prospects with This Easy Phone Trick
We're continuing an annual tradition of counting down our top 10 articles of the year. The following article was originally published in November and is #5 in our countdown. See #6 here. We're keeping it short and sweet this week with a quick trick you can use over the phone to reveal 'red flags' that suggest a prospect might be dangerous. You recently learned the basics of spotting red flags in prospects. In this week's 'Safe Selling' episode, discover a trick called 'The Training Play' that can help you gauge a prospect's hidden motives. Watch the video above to: Hear a sample script for using the Training Play on the phone Find out which vocal cues to be alert for Learn how to tell if you should take another agent with you on a showing Stay tuned until next week's episode of Safe Selling!  
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How to Make Ho-Ho-Holiday Cards
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How to Write a Successful Introduction Email
It's one thing to introduce yourself to someone in person. It's another thing altogether to introduce yourself to someone in an email. Email lacks a lot of the subtle nuances we use in everyday conversation—and with the rise of today's millennial homeowner demographic, it's important to know how to reach them effectively on their home turf. So how do you put the written word to work, and write an email that a stranger (and potential client) will actually respond to? Here's your essential guide for emailing those millennial homebuyers!
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Connecting with Your Network in Hard Times
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Safe Selling: Using Property Information to Deter a Predator
New listing? Take some time to meet the neighbors so you can get more information about the neighborhood. Not only is this a good practice for winning new listings, but collecting this information can also potentially deter predators. How? Well, last week we learned about a communication trick you can use to discourage a predator's interest in a showing. This week, we'll show you how to use the information you've gleaned about an area to your advantage. Watch the video above to learn: What you should find out about a neighborhood Which neighborhood/property features scare off predators How to seamlessly incorporate the information you've learned into conversation with a prospect What to listen for in a conversation that signals that you may be dealing with a predator Why you should always input the information you've learned about the neighborhood into the showing notes field of your MLS. Stay tuned for next week's 'Safe Selling' episode!  
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Nurture and Convert More Leads with Creative Email Autoresponder Messages
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7 Thank-You Notes You Should Be Sending Your Real Estate Leads
Sending a thank-you note is a small gesture that makes a big impact. So much so that 22 percent of employers are less likely to hire someone if they don't send a thank-you note after an interview. That's pretty compelling! So how can you use this trick to generate more business in real estate? Here are seven opportunities for sending a thank-you note that could lead to landing a new client.
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Safe Selling: Screen Prospects with This Easy Phone Trick
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Life without a Fax Machine
It's hard to believe, but the concept of the fax machine is more than 150 years old. Scottish inventor Alexander Bain received a patent for the process of electronically copying and transmitting images between distant locations from both Great Britain and Ireland in 1843 and five years later from the US Patent Office. In the 1930s through World War II, the facsimile technology was embraced by the news media and the military. First, newspapers used them to send photographs remotely—and later, our armed services sent weather maps and reconnaissance photographs via fax. But in the 1970s and 80s, fax machines became ubiquitous in the business world. There were just 25,000 fax machines in the US in 1970, and there were a quarter of a million machines by 1980, but then the technology exploded. By 1990, the US had five million fax machines. Since the 2000s, with the emergence of the internet, email, and smartphone apps, the use of fax machines has all but vanished at most businesses. However, as an agent, how can you run your business today without a fax machine? Many vendors whom you work with may still require a fax. And when you make the switch to ditching the fax machine, you have to be careful the kind of documents you email. You also should educate your customers about safe email practices. Let them know the type of information that's okay to include documents that are sent by email, as well as what kind of information contained in documents should be uploaded to secure storage on the cloud (i.e., Dropbox, Google Docs or OneDrive). The PDF helps replace the fax The good news is sending and receiving documents today has never been easier. Adobe's creation of the Portable Document Format, or PDF, has driven the replacement of the facsimile machine. Just about any document you can view on your computer today, you can turn into a PDF. Many programs — such as Microsoft Word — also allow you to create a secure PDF, adding one crucial additional feature: password protection. Still, the best practice is not to send confidential information through email, even though a PDF may have password protection. That's the job of secure systems like DocuSign or data storage systems like Dropbox or Transaction Management systems like Forms Simplicity. But for general information, being able to send and receive PDFs can be a godsend. Because once you have a document in PDF format, it can be delivered fast and easy as an email attachment. This allows you to send documents to your customers or your customers to send general documents to you. But how do you fax a copy of a document not created in a program, like a letter from an employer? Fax in the palm of your hand Today, there are dozens of smartphone apps, both for Apple and Android phones, that essentially put the power of a fax machine in the palm of your hand. It uses the camera on your smartphone to turn it into a scanner. It then takes a photo of a document you would usually fax, and converts it to a black and white document. It saves your document as a PDF ready to be emailed or texted or stored securely in the cloud. You can even connect to a real fax service to send to a standard fax machine! For example, in Genius Scan, available for both Apple and Android phone, you open the app and take a photo of a document. An orange frame appears to crop and automatically straighten your document perfectly. You then select the black and white mode, and your document looks like a black and white fax. You save it as a PDF or JPG image and send it by email or text, or save it to your OneDrive, Google Drive, Dropbox, Box or other cloud storage service. What if you need to send an old-fashioned fax? Some businesses still need to receive a fax. Or you may want to send a fax to get someone's attention because faxes are used so infrequently. How can you do that if you don't have a fax machine? There are several options. You can send a fax from your computer without a machine, even for free, using a service called FaxZero. The first three pages are free. If you need to send more pages, you can pay $1.99 for a Premium Fax. A Premium Fax is up to 25 pages. You can learn more here. A step-by-step tutorial of how it works is located at WikiHow, here. Another alternative is to use a smartphone app that connects to your scanning app. For example, Genius Scan connects to Genius Fax. Genius Fax can send the documents you create in Genius Scan for as little as 25 cents a page. If you need to receive faxes on a regular basis, Genius Fax offers you the option of your own fax phone number for a monthly fee.In effect, you not only have a computer in your pocket or purse these days, but you also are carrying around a fax machine. Tricia Stamper is Director of Technology at Florida Realtors®, which owns both Tech Helpline and Form Simplicity.    
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10 Real Estate Abbreviations Every Realtor Should Know
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New Lead? Follow Up Using These Steps
Maintaining contact with past clients and your sphere of influence can be difficult, and you already know those people. But what about those who are not your clients yet? Leads you receive online or from your listings can be used to build your business and increase your sphere of influence, but you have to maintain contact with them first. To be successful with this, you have to have a game plan to connect with your leads as they come in and continue that connection for the long haul until they are ready to move. With these steps, you may feel that you are more prepared to build up your business with the leads that you have.
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Shady Prospect? Spot 'Red Flags' with This Technique
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5 Tips for Smooth Client Management and Communication
As a real estate agent, you know that clients want your help buying or selling a home. But just as important, they want to know you're invested in them, too. When your clients like talking with you and trust your work, they're much more likely to refer you to their friends or call you the next time they're buying or selling. That's why smooth communication is key. Make sure you're doing these five things to maintain that consistent, positive communication with clients throughout the process:
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Friday Freebie: Get Your Own, Personal Emoji
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Safe Selling: How to Avoid Marketing that Attracts Predators
Does the information you provide in your marketing attract leads--or predators? Last week, we learned the difference between "strong" language that attracts leads and "weak" language that draws in predators. We're building on that lesson this week by exploring what types of marketing information attracts dangerous people, and what repels them. Watch the video above to learn: The difference between personal and professional information Why you should NEVER include personal information on your website or other marketing channels The personal details that can cause a predator to stalk you in person What topics your marketing should focus on instead Stay tuned for next week's 'Safe Selling' video!  
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Safe Selling: Authoritative Language vs. Subservient Language
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Text Templates for Getting Homebuyers Interested
How often do you find yourself stuck with a "poor quality lead"? While some dead ends are inevitable, most "bad" leads are simply good leads that weren't contacted soon enough. Speed to lead is critical for turning leads into closings. And texting is one of your best tools for contacting those leads quicker and with higher response rates. In fact, by using text engagement instead of email, our clients saw a 450 percent increase in lead responses.
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16 Definitions Every New Real Estate Agent Should Know
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4 Easy Ways to Improve the Quality of Your Listings
We all know what we are looking for in a listing. Generally, it should include, at the very least, the address of the property, the price, a short description of its features, and some pictures. These are all indispensable when trying to make a good first impression, but it might not be enough. If you want to get your property noticed and generate more leads, it's important to remember that writing a good listing requires more than sticking to the basics. So what makes a good-quality listing? Read on for the best tips on how to write listings that will help you turn home seekers into home buyers.
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Back to School with New Data from RPR
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Sales Scripts and Secrets of a Top Agent
Thursday, August 30, 2018 at 9:00 AM PDT Sales secrets and skills are an ESSENTIAL part of every real estate agent's toolkit. With the right scripts and techniques, we create a shortcut for clients to understand what they actually want and help them get it. That could mean understanding the real reason a seller is objecting to a price and addressing their concern, or educating a potential buyer or seller on how you can help them. I've spent the last 20 years selling real estate and honing my craft as a sales and business development professional. This Thursday, I'm going to share the sales skills you need, including: How to drop "hooks" into messages, text, and emails that provoke responses. Systems to respond to inquiries fast and flawlessly so you never miss out on a potential client. How to use "guided conversations" that allow you to control a meeting or listing appointment and steer prospects to commitments and contracts. The ability to hear what's being said below the surface of a prospects words. By finding out their real wants/needs/fears you can handle even the toughest objections and leave your prospect with no doubt in their mind! The power of "assumptive" closing techniques to turn prospects into customers. Register now!
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4 Tips for Creating a Branded Email Template
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How to Get Free, Relevant Real Estate Website Content
The question is "How do we create good real estate website content?" NOT "Why do we need it?" As the Internet has become one of our most powerful marketing venues, the value of a comprehensive and relevant real estate website has become crucial. Even if you are out networking and marketing through print and other traditional media, once contacted, the vast majority of prospects will check you out on the web before making a decision. Another question is how to create or get good, relevant website content without having to create it all yourself or spend a lot of money. I'm sure you didn't miss the word "free" in the title, and I'll show you here how to get great and highly relevant content for your website for free, and in the process, you'll meet new people and build your networking effort.
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To Bot or Not to Bot? That's More than a Technical Question
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July Content Ideas for Your Blog and Social Channels
Nothing can make an impact and help grow your business like fresh, unique, local content. However, it can be hard to come up with new content ideas each month. Instead of spending hours trying to come up with new topics for your social channels and blog, check back each month for a list of ideas you can expand upon. Find July's topics below to get started! Tip: Don't spread yourself too thin. It's better to use two or three social sites really well than nine or ten poorly. Download a printable version of these topics here! Holidays and Occasions
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3 Tried and True Tips to Re-Engage Cold Online Leads
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How to Use Texting as Part of Your Lead Follow-up and Nurturing Strategy
It used to be that the only way to instantly follow up with leads was to pick up the phone and call them. Then, email was introduced to the scene. Many homeowners preferred getting emails from real estate agents over phone calls because they could decide when to read the email and how they wanted to respond. As time went on, email inboxes became inundated with tons of unwanted email messages from all kinds of companies, lowering open rates and making email much more difficult to succeed with. Enter text message marketing. Not only do text messages have a 97 percent open rate, but if you are effectively sending them to your best prospects, you will close more business. So who are these best prospects? What is it you want to send them to get them to become clients? Today, I'm going to cover this and give you some best practices to ensure you crush it and convert more leads.
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Don't Alienate Leads with the Wrong Drip at the Wrong Time
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Translate in Office 365 Is a Game Changer for Real Estate
Microsoft released a new feature in Office 365 that is a game changer for real estate. Microsoft Translator allows users to convert any type of document into a foreign language. For years now, G Suite has been eroding Microsoft's dominant market share in the real estate business, mostly driven by price and the extensibility of Gmail. By extensibility, I mean that you can add apps into Gmail that allow it to do more things.
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How to Inject Creative Life Into Your Emails
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Come Here Often? Terrible Opening Lines to Avoid When Picking Up Leads
How's your conversion rate for new leads? Are they answering your emails? If not, you may be going about things the wrong way. There's a right way and a wrong way (actually, a lot of wrong ways) to start an email to a new lead if you want them to get back in touch with you. Find examples and tips below!
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Document Your Day-to-Day to Become Your Market's Thought Leader
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Five Tips to Keep You Professional on Social Media
Remember, nothing is truly private on the internet. Even if you have your accounts set to private, and only friends can see what you post, you may be at risk. Recently Curt Schilling, a former professional baseball pitcher, winner of three World Series, was fired from ESPN because of a comment he made on Facebook. It wasn't his post. It was his private Facebook intended only for friends. Well, if you're not a high profile celebrity, you're not at risk, right? Wrong. Recently, there have been several instances of students being suspended and expelled, and average Joes being fired from their jobs because of their Twitter posts. The following tips will help keep your online presence a positive one.
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May Content Ideas for Your Blog and Social Channels
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7 Web Terms You Need to Know
Getting up to speed on technology terms and the differences between them can help increase your tech knowledge. More importantly, familiarity can help you become more comfortable with technology. Today, we'll look at seven terms we hear often: Domain name, Domain Registrar, Website, URL, IP address, Web host and DNS host.
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How to Generate and Nurture Real Estate Leads While You Sleep
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Creating Auto-Responders that Drive Engagement
The Problem: You know what you want to say, and when you want to say it--but you just don't have the time to actually say it! Seriously, who has the time to follow-up immediately with every single newsletter sign-up or market report request when you are out in the field day in and day out? The Solution: Auto-responders! What is an auto-responder, you ask? Essentially, they are personalized email (or text) messages that are triggered by specific actions that your leads and prospects take with your website, landing page, online forms, or another email. Auto-responders are a great way to immediately reach and maintain the attention of a lead, continuing to build relationships even when you can't be at the computer. ​Creating auto-responders doesn't have to be overwhelming. Here are some ideas for auto-responders you can easily implement for lead nurturing. What are you waiting for?
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6 Emails Every Real Estate Agent Should Be Sending
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Friday Freebie: Text Messaging Stickers for Real Estate
From smiley faces to common objects to various fruits and vegetables, emojis today cover just about every situation imaginable. That is, however, except for one--real estate. That's all changed, though, thanks to an Arizona-based brokerage that has released a collection of real estate emojis that integrate right into your smartphone's keyboard. Now real estate agents can use emojis that range from various houses to sales related icons like "Offer Accepted," "Price Drop," and more in their communications with clients. Read on to find out how you can nab this real estate emoji collection for yourself!
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10 Tips for Creating Your Perfect Agent Bio
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'New School' Sales Skills and Scripts for Real Estate Agents
Most real estate agents fall into two categories: those who utilize hard-core sales tactics and those who turn their nose up at the idea of selling altogether. The latter often refer to themselves as advisors or consultants and refuse to identify as salespeople. The truth is, if you're a real estate agent, you're in the business of selling homes. And the way you approach sales will absolutely affect how many people you can help--and how much money you make over the long term. However, sales should NOT be: Manipulative Selfish Cheesy Reactive Nobody likes the feeling of being sold. We don't want to feel like we're being coerced or convinced or scammed. We commonly think of a salesperson as someone who wants to sell us something whether we need it or not. That's the old way of doing business. Master the "New School" Sales Techniques
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6 Emails You Can Use to Stay in Touch with Past Clients
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10 Magic Words to Use in Email Subject Lines
Pulitzer Prize winner Isaac Asimov once stated, "I made up my mind long ago to follow one cardinal rule in all my writing - to be clear." We couldn't agree more when it comes to your email subject lines. No, you don't need to be a Pulitzer Prize winning writer to drive those open rates, but there are a collection of 'magic' words that WILL help your email list grow and keep your clients coming back for more of that sweet, sweet content—and it couldn't be more clear (pun intended).​ So what makes a word 'magical'? It's a word that provokes certain feelings or emotions in your audience, something that drives desire, fulfills need, or solves a problem. The key is not just to KNOW those words, but also understand how you can use them to evoke the response you want from your audience. ​Based on our user engagement and data curated around the web, here's a list of 'magical' words for your email subject lines that drive opens and clicks—and a selection of words that you should NEVER use (if you want to stay out of spam filters):
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10 Real Estate Lead Conversion Emails You'll Want to Send in 2018
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Getting a Price Drop: How to Have the "Tough Love" Talk with Your Seller
Sometimes in the realty industry, a little tough love is called for. It's never easy. It's certainly not fun. But it's always necessary. How can you get through it without the emotional blowback? We've got the real estate selling tips to help you lay on the tough love, and not only survive, but thrive. How to Help Sellers Get Past Ugly Home Sales Obstacles Open a seller's eyes to listing issues without stumbling clumsily through your explanation or alienating them:
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