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The 5x Facebook Lead Multipliers
Thursday, June 20, 2019 at 9:00 AM PDT This concept is straight out of military science--and it's pretty darn effective: A "force multiplier" is a combination of factors that give you the ability to accomplish greater things than without them. In other words, for real estate agents like you, a "force multiplier" is something that helps you multiply your results – without working any harder. This Thursday, you're going to get our most effective "Facebook Force Multipliers" that easily turn Facebook into a real estate lead machine – without you spending lots of money or chasing after followers and fans. You'll discover: How to quickly (and easily) use Facebook's own "Algorithm" to uncover pockets of Buyers and Sellers who are most likely to work with you, now... Use these strategies to attract people who are in the market to buy or sell (you're practically making Facebook do all the heavy lifting by tapping into the hidden "artificial intelligence" that powers the network...) The "1-Minute Expert Videos" that validates your authority and reminds Buyers and Sellers to get on the phone with you NOW... How to use the "Lazy" Listing Tour Strategy that instantly qualifies potential leads for you – No video expertise required – Stand out like a top agent, establish trust immediately, and secure the relationship – before they even meet you... Take advantage of our "Easy & Free Apps List" that makes editing videos a breeze (on your phone) – it's as easy as dragging & dropping and using your laptop – this makes sharing your expertise without ANY video experience painless and even fun… The "Instant Expert" video that will help you get a crazy amount of EXPOSURE in your local real estate market, build heaping amounts of TRUST in a short amount of time and turn your network of relationships into a tribe of word-of-mouth FANS… Completely "Phone Call Free" lead generation – No need to pick up a phone, ever (unless you really, really want to, or find it easy to receive phone calls from people who are ready, willing, and able to work with you...) Copy and follow these strategies & templates as you see fit, eliminating hours and the hassle of trying to do it on your own... The "Mobile-Friendly Lead Generation Template" that's tailor-made for 80% of all Facebook traffic, and makes generating a steady stream of interested people absolutely seamless (for them and for you!) Word-for-word ad copy you can swipe and deploy, along with our proven "Irresistible Offer Packaging" that unleashes a flood of responses from qualified Buyers and Sellers... The "Magnetic Follow-Up" strategies you can use to stay in touch with leads and sending them the right message at the right time – and making sure your value and expertise is reinforced, making you the perfect choice to go with... Register now!
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To Find a Lead, Think Like a Lead
Leads are the lifeblood of the real estate industry, yet being a lead can often times feel like the life is being sucked out of you. For those on the receiving end of dialing-for-dollars tactics, endless mailers, and social media advertising, it can really fatigue their perception of the industry. However, there is hope! Before we talk further, I am not advocating dumping drip campaigns and (dare I say) door knocking, but I instead intend to promote the benefits of consumer-oriented marketing, using social media as a means to provide content to the world (not just ads), and re-thinking lead qualification.
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7 Ways to Win More Listings Regardless of Market Conditions
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Word of Mouth Marketing: How to Turn Happy Home Buyers into Lead Generators
People are likely to tell everyone they know about a bad experience with a business, and they're usually thrilled to pass on information about good experiences, too. And that's what word-of-mouth marketing is all about. The home buying and selling processes are ones in which you become intimately familiar with your clients, and vice versa. This is a prime opportunity to get these clients to spread the word about your services.
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How to Automate a Google Sheets Lead Capture Form
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Generating Leads on a Budget
Paid lead sources are an easy and efficient way to fuel your business' lead funnel. But if you're just starting out or haven't found your real estate rhythm yet, you may be on the hunt for some free lead generation strategies. Check out these five free lead generation strategies below:
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Tips for Turning Real Estate Client Referrals into Recurring Business
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Key Findings from Our Third Annual Referral Report
Agent-to-agent referrals are a key part of every serious real estate agent's business — especially as markets slow from peak activity and business slows for many. ReferralExchange recently released their third annual referral report, "Why Agent-to-Agent Referrals are Key in 2019," where they surveyed more than 1,200 agents about their referral business, use of social media and the qualities they value in referral partners. Below are key findings from the report.
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How to Market to Expireds the Right Way
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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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Mission Focused: Behind the Scenes of a Top Team
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Real Agent Story: Online Branding Key to Winning New and Past Clients
How are real estate agents building their business online? To find out, we've been speaking with successful Realtors. Today, Delaware-based agent Debbie Phipps shares how she reaches buyers, sellers, and past clients through lead generation and strategic branding on realtor.com. Your branding on realtor.com—is this a tool to secure listings? I use realtor.com® Local Expert as an important element in my listing presentations. I log them onto realtor.com® and I show all of the exposure and how it drives everything to my DebbiePhipps.com site. I have a 15-inch laptop I bring to the presentation. I talk about realtor.com®. I tell everyone that it's the only site that's affiliated with the National Association of REALTORS®. I recognized early on that this was where I should focus my marketing dollars because the site would be there over the years. The other sites don't have the same correctness and accuracy and the amount of people looking at them. Other sites come and go. But realtor.com® will always be there. I tell my potential listing clients that this particular program I use gives them maximum exposure that is better than you could ever get with any other agent. Of course, it's a tool to make sellers understand the exposure you are giving them; but it's also a presentation tool. While presenting, I show them an example of a listing. I put in the appropriate Zip codes, so they see that my listing and my links to my website where they are featured are coming up 50 percent of the time as they scroll through three or four pages. If I get an appointment where I don't have the Zip code, I will still be able put it in nearby areas. Usually they're very impressed when they see how their home will appear on realtor.com®. Does this help you on the buying side? I use the featured property piece of the Local Expert for listings and the other piece of it as a way to help us close our leads. When the realtor.com® leads come through, they recognize me as someone that's a local expert. I have worked primarily in New Castle County, Cecil County, Chester County area most of my life. I've been in this business 30+ years. I want past clients to know how to find me. So past customers are reminded by your branding? You can't imagine how many calls I get because people remember me from our past association. When it comes to selling their house, they're still calling me. I keep my brand out there so that they can see I'm strong in business. Most people say they would use their agent again. But although they were happy with the agent they used last time, most don't even know what their name is now. If they can't remember their agent, how could this help draw them to you? Are they seeing your branding? As an example, I recently went to a $550,000 listing in our average $250K marketplace. They didn't know me at all, but they were impressed with my marketing. I am always marketing my brand through my website, social media and print ads. It is not easy to measure, but you eventually can see the effect. My marketing appears in quite a few places, but the realtor.com® Local Expert really grabs their attention. Many of my listing leads say, "Oh, we saw you on the internet," and when I drill down, they saw me on realtor.com®.    
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What to Look for When Buying Online Marketing and Lead Generation Tools
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Trends in Online Marketing and Lead Generation
Online marketing and lead generation is a constantly evolving science. In the early days of the internet, simply putting a property online with text was a big chore that required agents (or their development partners) to have HTML programming skills. The next big evolution happened around 1999 when the industry launched the first Internet Display program called IDX. This allowed agents and brokers to publish all of the listings from the multiple listing service on their websites and enable consumers to search. This was quickly followed by the emergence of national property advertising portals like Realtor.com, MSN, Yahoo! and others. IDX and listing portals delivered a great savings to the real estate industry, which was focused on newspaper and magazine advertising at the time. It was not uncommon for listing agents or brokerages to spend between as little as $300 or well over $1,500 in the marketing of a property. Online home search grew in popularity among homebuyers as access to internet connected computers grew. The next huge growth in this category came along with the consumer adoption of internet connected mobile phones and tablets. Today, more than 50 percent of all property searches happens on a mobile device. Nearly concurrent with the adoption of mobile, popular social media sites have became conduits for accessing real estate information including Facebook, LinkedIn, Twitter, and now Instagram and Snapchat. The options consumers have today for looking at property is almost absurd. There are millions of agent websites, hundreds of thousands of brokerage websites, and hundreds of property portals. The abundance of these options has created some interesting consolidation. It is estimated that the top 10 real estate portals in America are visited more than 500 million times a month. Given that there are only about 5.5 million transactions a year in America, it makes you wonder what all of those people are doing. Agents and brokerages are recognizing that digital marketing and advertising is changing from "spray and pray" to highly focused and localized marketing. To accomplish this, solutions have emerged that support real estate marketers with geotargeting to a particular house, neighborhood, polygon, or Zip Code. Within those geographies, real estate marketers can tune their marketing for attributes like age, renter vs. homeowner, or any number of filters that narrow the audience. Another major development is the connection between customer management solutions and online marketing. There is an appreciation that one goal of online marketing is to help build a database of potential customers. This famous sales strategy of collecting contacts and staying in touch was famously dramatized in The Wolf of Wall Street where Leonardo DiCaprio encourages his sales team to stay in touch with the customer until they buy or die. Some research has emerged that provides some good guidelines for real estate agents who hope to develop a digital marketing farm. A good target is to focus your efforts on a group of 2,000 to 2,500 households. With a steady focus of targeted digital marketing, agents should be able to develop a sales funnel that will yield about two trades a month. The important ingredient to developing this volume of units from this number of transactions is the frequency and quality of your marketing and lead conversion efforts. Always remember that digital marketing only works if you respond inside of five minutes to an inquiry—or ideally inside of one minute. Consumers expect you to be ready to serve them right away. Want to learn more about online marketing and lead generation? Download our latest Success Guide today!    
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If You Are Not Generating Massive Sales from Your Email List, Try This
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5 Tips for Winning More Listings with Your Property Data Tool
Looking for an edge to beat out the competition for listings? Look no further than your property data tool. From generating CMAs to helping you overcome seller objections, this tool can help you impress prospects and win more listings. But how? To find out, we turned to an expert. Nikki Morgan of CRS Data has spent years training agents on how to leverage public records. "The best thing agents can do is to come to the table with the information that your property data solution can arm you with," says Morgan. "Not just words, but the facts." Here are five ways agents can tap into their property data solution to impress sellers and win more business:
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How to Find a Fantastic Niche
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5 Lead Generation Mistakes to Avoid in Real Estate
Generate more business (and save a few headaches) by avoiding these common lead generation mistakes! Whatever your lead generation strategies are, you've likely fallen into a few of these common traps. Fear not! Trial and error is part of what makes any business thrive. We've put together a list of the top five mistakes we see agents make when it comes to lead generation. If you can avoid these missteps, you'll save yourself a lot of wasted energy!
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3 Steps to Attract Real Estate Clients You Love
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Take Control of Your Lead Generation
Nearly every agent has experienced the frustration of dealing with third-party/online leads. While they can be an incredible source of business, there's no denying that online lead generation is out of control.
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Ask Your Way to More Listings
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How Real Estate Agents Can Use Social Media to Generate Leads
There are few businesses that the internet and social media have changed more than that of real estate. As soon as it's time to move, the first thing home buyers and sellers do is hop on the web. They look at homes, or find out sale prices in their area. They can look for real estate agents to list their house or help them find a new one. Of course, none of this is news. What might be is how much the web, especially social media, can affect a home buyer or seller's decisions. The web and social media give instant access to resources and information that normally take a lot of time and effort.
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Busted! 7 Myths About Real Estate Leads We Can Finally Put to Rest
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5 Ways to Generate Higher Quality Real Estate Leads
"Hello, may I please speak to Seymour Butz?" Let's be frank about lead quality. At the end of the day, it's important for agents to remember that just because a lead isn't ready to buy right now, or even if they say "No," this does not mean that they are a dead-end or "trash" lead. Leads take time. Especially cold, online leads. So keep in mind if you've already taken steps to improve lead quality, and you're still complaining about lead quality issues – it may be an agent problem, and not a lead problem. However! There are some simple ways to assure that you're avoiding the true trash leads (ex: fake or out-of-service numbers, or fake names like Seymour Butz or Mickey Mouse), and also funneling leads into your pipeline strategically for higher conversions. Let's take a look at a few ways to get started. 1. Verify Your Leads Is there anything worse than spending an hour of your day cold-calling, only to sift through a handful of fake names, and then dial 20 out-of-service numbers? You can't force a lead to input accurate information, which is why it's beneficial to have some sort of lead verification process. Otherwise, you're the one spending hours sifting through a mystery list, when you could (and should!) be spending that time working with real leads. So, what are some options for verifying leads? Hire an assistant or Inside Sales Agent: While this doesn't fully alleviate the problem (because you are still paying someone to spend the time nixing trash leads) it at least allows agents to focus their energy on what they do best – working their hot leads and closing more deals. Partner with a CRM that verifies leads for you: BoomTown's system verifies leads who register on your site, by validating a phone number (mobile/landline/VOIP) and cross-checking to see if the name matches the data source. So when you're ready to reach out, you know you have verified information that will lead to real conversations. Use a lead generation service that provides verified leads: If you are paying for one (or several) lead generation services, make sure your dollar is going as far as possible. Shop different services, read reviews, and avoid using services who don't verify leads. 2. Qualify Your Leads When a lead registers on your site, what are they prompted to answer? More than likely they're only answering: First Name, Last Name, Email. Consider this: What if you asked just a few more questions to start qualifying your lead right out of the gate? For example: What is their timeline for purchase? Or, have they been pre-approved for a mortgage? Pre-qualifying a lead means that agents are getting more than just, "Ann – 843-555-2989." They're getting insights right off the bat to get a higher quality conversation going. Putting a qualification system in place will vary depending on the technology that you're using. If you've used a third party service to build your website, reach out to them and ask if it's possible to add more questions upfront when a lead registers. 3. Start Texting The "quality" of a lead can be dependent on when they're contacted. If you contact a lead within the first few minutes, they're more likely to want to talk to you. They're still in "home-search" mode, and they're likely still by their computer or phone. If you wait three hours, or even a day... chances are higher that they're focused on something else, or they may have already spoken to another agent. A great way to boost response rates is with texting. It's a quick and easy way to make contact, and leads feel a little more at ease. A 2018 Ellie May Study showed that texting is on the rise as a preferred method of communication from consumers. You can quickly shoot an introduction text to a new lead, like this one: Hi Andrew, this is Joanna with Cobblestone Real Estate Group. I'd like to email you a few listings. Any specific neighborhoods you'd like to browse? 4. Improve Your Content Marketing Real estate is a very personal business. Purchasing a home is a big decision, and not one that clients are willing to trust with just anyone. This is why the best real estate professionals have a brand that is client-forward and customer-service focused. One way to set yourself apart from the rest is to put strategic thought behind your content marketing. What are you sharing on social media and in your advertisements? What information is on your website? For example: if a lead lands on your website from a Facebook ad and all they see is a list of properties, they'll probably either (A) move on, or (B) enter their email and then move on, without giving your brand much thought. Consider adding your photo or a team photo to your homepage. Having a clear and visible mission statement or value proposition helps as well to differentiate your business. Check out The Bob Lucido Team's homepage for a great example. We see home as more than a house. So we approach real estate as more than a transaction. Whether you're ready to move in to your first home or move on to the next one, Bob Lucido Team is there with you at every important moment along the way. Delivering the ultimate real estate experience has driven us to be the #1 team with the largest real estate company in the world. It's how we sell a home every 4 hours, and how we've been able to sell over 35,000 homes over the past four decades. 5. Be Patient and Strategic. (And do the work.) Oftentimes with real estate, it's just about being in the right place at the right time. The way to maximize your chances of that is to have a rock solid follow-up plan. Aside from the real trash leads (fake numbers and dead ends), there is a wealth of "cold" leads that may seem impossible to convert. But the truth is — they're not. These are leads that have the potential of converting two weeks, two months, or even two years down the road. With a long-game nurture plan in place, you can capitalize on those opportunities year after year. To view the original article, visit the BoomTown blog.
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Door Knocking: Opening the Door to Your Next FSBO Client
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4 Essential Landing Page Features to Improve and Convert Leads
Nothing drives away a potential customer like an unclear homepage that leaves them digging through various tabs and web pages to find what they need—and that's if they even take the time to browse past the landing page. Make sure your landing page has these key features to improve lead capturing.
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Did You Make Your Broker's Naughty or Nice List This Year?
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Kendrick Realty Clones Business Model to New Locations
At RE Technology, we love to bring you success stories from fellow real estate professionals. Kendrick Realty has a GREAT story about how they were able to significantly dial up the success on their lead gen efforts in 2018. Check it out! In early 2018, the founders of Kendrick Realty, Lucas Monroe and Dan Sundberg, started to expand their lead program with realtor.com. At year-end, we checked in on their progress to see what they learned while driving agent- and office-expansion through their realtor.com lead solution.
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Win Quality Leads by Building Awareness and an Online Presence
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Do Online Real Estate Leads Really Suck? Here's the Bottom Line
Online leads are a totally different ball game. You wouldn't play soccer with a baseball bat, right? Here's how to start working your leads the right way and finally see a return on your investment. Online leads are what you might call the "black sheep" when it comes to real estate lead generation. Some agents write them off as "trash" and don't even bother investing a dime. Some swear that it's a worthy investment that can generate 10-40+ percent of their business. So what's the bottom line?
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3 Reasons Real Estate Agents Should Keep Marketing Through Winter
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Get More Leads by Posting Content Followers Want to See
Creating content for your social channels can sometimes feel like a challenge. Between selecting the right image for your posts and thoroughly considering the text that goes with it, you are left wondering how to get your content maximum exposure and engagement. With this social media guide, selecting the optimal message type, number of characters, hashtags, and emojis for each social network is going to feel like a breeze.
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Find Your Next Listing with These Geographic Farming Tactics
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Last-minute Ad Blitz for Open House Nets 200+ Leads
Are open houses useful? That depends on what you mean by 'useful.' If you mean attracting the eventual buyer of a home, that's debatable. But if you mean, Are open houses useful for filling my sales funnel? then yes, absolutely. That's what Steve Ford, a Keller Williams agent, discovered when he was assigned to hold an open house for another agent's property at the last minute. With just 24 hours before the event, Ford had to think fast in order to generate interest—and ensure that anyone showed up at all. He turned to the Open House Toolkit from Listings-to-Leads, which lets agents quickly market their open house with Facebook ads, landing pages, single property websites, and more. Ford ran the ad below for the 24-hour period leading up to the open house to impressive results. So what can a Facebook ad do in just a day? Here are Ford's results: Over 230 leads captured from his Listings-to-Leads open house landing page (here's an example), which were then funneled into his CRM and assigned to a drip campaign. Six new pre-approved clients who responded by email and gave Ford their phone number Six more families who came to the open house after seeing the ad Ford ran the ad in four different locations: his Facebook business page, a Facebook community page for his area, Facebook Marketplace, and as a shared post on his personal Facebook profile. Here's a breakdown of how each performed: Facebook community page: drove 70 percent of leads from ad Facebook business profile: drove 20 percent of leads from ad Facebook Marketplace and Ford's personal profile: drove 10 percent of leads from ad Ford paid paid $50 to run the ad on the community page, $25 on his business profile, and nothing on Marketplace or his personal profile. That's $75 for more than 230 leads--or a very impressive (and budget-friendly) 33 cents per lead. Tip: Notice in the ad above how Ford doesn't mention the listing price? Instead, he holds back this information in order to encourage lead conversion. On his landing page, leads can get the price, property photos, and more in return for their contact information. Test this technique out for yourself to see if it earns you more conversions. So next time an open house is looming, don't panic. Just turn to Facebook for an efficient, affordable, and very effective way to capture new leads and drive traffic to your event. Brokers, arm your agents with the tools they need to win more commissions. Learn more about Listings-to-Leads today.    
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A Real Estate Lead Generation Strategy for Out-of-Area Buyers that Works
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Using Your Personal Sphere of Influence for Referrals
In real estate, referrals are the name of the game. Sometimes, however, determining the best way to market to your personal sphere can be challenging. Social media strategist and author Katie Lance and ReferralExchange recently discussed tips, tools and strategies for how to effectively leverage your personal sphere of influence to increase your referral business. Here are some key takeaways from the webinar.
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5 Common Mistakes Agents Make When Farming -- and How to Avoid Them
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How Reverse Prospecting Can Work for You
Your MLS is one of your most valuable marketing tools as a real estate agent because it allows prospects to use your real estate website to search listings based on their unique preferences and find the right match for their needs. In other words, MLS search helps the right client find the right home. But wouldn't it be nice if you could also help the right house find the right client?
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Farming and Facebook: Getting It Right
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Advanced Lead Generation: Hosting a Seminar
Hosting a real estate webinar or seminar is one of the best lead generation techniques, but it's one that most agents and brokers overlook. This is because of the time and planning that setting one up generally takes. However, the rewards of hosting a well-attended educational session can be immense since you know anyone attending has a strong enough interest in your topic to sit though your discussion. Here are some things to keep in mind if you're considering hosting an educational session. Seminar vs. Webinar The primary difference between a seminar and a webinar is whether it's held online (a webinar) or in person (a seminar). Because seminars take place in person, it can be easier to make a personal connection and gauge your audience's interest and engagement. Seminars also don't require much technological know-how, just your classic sales techniques with some free information added in. On the other hand, a webinar can have many people or just a few attend without affecting proceedings. You don't have to worry about finding or renting space, setting up chairs, or brewing coffee for anyone but yourself. You can also invite guest speakers to join your webinar and present their topic from anywhere in the world. You may miss out on some of the relationship building that happens when you're face to face with someone, however. Partners Real estate agents aren't the only ones who earn business from real estate transactions. Builders, mortgage companies, movers, and home security companies are just a few of the people and industries who also benefit. Ask someone from one (or several) of these industries to team up with you to host your educational session. They can help with expenses as well as supply valuable information about what a home buyer or seller should expect to switch on their utilities, qualify for a mortgage, etc. Before you approach a potential partner, think about what sort of things they may be able to share. You don't want your educational session to turn into a sales pitch. You and your partners should make usefulness the first priority; if you do that, the leads will follow. Attendance Promoting your educational session in the right place and with the right people is critical. You can't convert leads that never materialize. Leverage past clients to spread the word with shareable social media posts and emails. Your partners should have a list of people they can invite to the session, and HOAs can help spread the word about seminars targeted toward homeowners. Other options include buying radio ads or leaving flyers around town at places like apartment complexes. Create a landing page on your website with information about your session and a registration form. Once you collect someone's information, be sure to send them follow-up emails reminding them there's a week, day, and few hours until the session begins. Tip: Remember to collect your attendees' contact information. Without it, you have no way to follow up and convert your leads. Types of Educational Sessions: Before you start advertising anything, you need to figure out who your target audience is. To do that, determine what type of leads you want. Do you want to connect with buyers? Sellers? Are you trying to reach more people who want to do both? Or are you looking for people in search of a vacation home or thinking about buying an investment property? Do you want to host a seminar for FSBOs? Go for it! Find tips and sample outlines to target various types of leads below. First-Time Buyer First-time buyers need a lot of guidance. Be the one to offer it to them and there's a good chance they'll want to work with you. Just remember to let your session guests know they aren't obligated to work with you or your partners, but that you would be glad to help them find a home. Your first-time buyer seminar or webinar could look something like this: Sign-in/Welcome/Introduction Is buying a home right for you? Renting vs. buying Cost of homeownership How much can you afford? Are you ready to buy a home? (A mortgage partner could cover these topics) Different types of mortgage Qualifying for a mortgage What not to do before you close on your house The home buying process First-time home buyer programs What to look for in a home The importance of homeowners insurance (another great topic for a partner) FSBO In an ideal world, your FSBO session will convince attending homeowners to list their properties with you. However, you should build your session around helping them do it themselves. Be sure to give plenty of genuinely helpful advice and build your CTA around the idea that real estate is a tough business, so if they have any family or friends who don't want to go it alone, please send them your way. Figuring out how much your home is worth Repairs/upgrades with the best ROI Staging basics Listing photo tips Listing and marketing your home Showing tips/working with the buyer's agent How to determine if you have a legitimate offer Negotiating an offer/counter offer Closing on your home Liability issues (you could partner with an insurance agent for this) Investment Property People don't always look for the same things in an investment property that they do for a home they're planning to live in. Value and easy upkeep are typically higher on their list of must-have features than granite countertops or a certain number of square feet. Focus on helping attendees figure out how to spot a good buy, what they should expect from the transaction, and how to turn their investment into a profit. Why invest in real estate How buying an investment property is different than buying a home Down payment Property taxes Interest/insurance How to finance your investment Single family vs. multi-family vs. townhouse/duplex How to identify a profitable investment Value Location Condition Rental history What to do with your investment: flipping vs. renting Tip: Be sure to make a slideshow presentation for your attendees to follow along with. Check out our article on creating a custom theme in Google Slides here. Turning Your Attendees into Clients After spending a couple of hours in their company, whether online or in person, you should have had a chance to build rapport and a foundation of trust with your attendees. Now it's time to start converting. Some people will be ready to work with you right away. Have a copy of your calendar with you so you can schedule a meeting or listing appointment for those leads as soon as possible. Other attendees may still have steps to take before they're ready to commit to a specific agent. Try taking polls throughout your session to determine what each attendee's transaction timeline looks like. In a webinar format, have them type in their answers and keep a written record to refer back to. In a seminar, you may just have to remember or set aside a few minutes to go through it with each person and help them figure it out. Once you know when they'll be transacting, you can set up an appropriate follow-up plan (this can be anything: phone calls, text messages, social media outreach, emails, direct mail). Keep in touch with each of your attendees, even the ones who may be farther from a transaction than they (or you) may have hoped. You can also consider making branded parting gifts for your attendees. If you make it something they'll actually keep around, they'll have your contact info easily available for when they are ready to transact. There you go! You're ready to start planning your first educational session to generate leads. To view the original article, visit the Homes.com blog.
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5 Social Media Tips to Launch Your Real Estate Brand and Win Clients
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Filling Your Pipeline: Origination vs. Order Taking
Many sales agents have a love/hate relationship with their database. Often it is because they have never mastered the art of origination. They are still managing their pipeline like they are taking short cook orders at a diner, just processing the customers that are in front of them. Even experienced pros can struggle with walking the fine line between generating business and managing the existing business that they have. Where can one find a healthy balance? The proof is in learning how to originate a steady stream of customers to network with. Defining Origination Origination at its core is creating new relationships for your business. It can come in two forms: building new relationships with people that already have a connection with you but have never used your services, or creating entirely new relationships. People Who Know You But Have Never Used Your Services If there are individuals in your Sphere of Influence (SOI) that you have not worked with yet, there are three things to consider. Are you sure they know you are licensed and where you work? If they are working with a different agent, do you know why? Have you offered them anything of value? You would be surprised how many family members, friends, and former coworkers are confused about how licensing, commission, and referrals work. They might think you only work with buyers, sellers, or in a specific area. They may also think you are too busy to help them, based on what your narrative is in your marketing. If you want your SOI to take you seriously, you need to show them that you are an educated agent with the skill set to help them. People Who Have No Idea Who You Are Take a moment and think about how busy your daily life is. How many emails, texts, phone calls, letters, flyers, memos, and commercials do you think you absorb during your day? In September of 2017, The Business Journal reported that the average American could be subjected to up to 4,000 advertisements a day. Let that sink in. Remember that one postcard you sent out a few months ago and never received any leads from? The postcard did not fail, but the way you interacted with the prospect did. If your marketing systems have failed in the past, you need to consider three things: How are you conversion/follow-up skills? Does your audience know that you are trying to reach them? When they are contacting you, are they contacting you from a specific call to action? Advertising is becoming more challenging every day. Consumers do not wish to be bothered with countless flyers and advertisements. Time is a priceless commodity. If they identify your message as something that WASTES their time, instead of saving it, your message will fail. We live in an instant gratification culture. People want their goods quickly, effortlessly, and to be able to review and hold the seller/service provider accountable for their personal experience. Can you offer a smooth and efficient transaction? The Two Biggest Mistakes Agents Make with Origination Assumption and vanity. Do you assume that everyone knows how great or professional you are? Is your message one of vanity? And the worst combination of these two mistakes: Do you believe because someone hired you once, that they will hire you again? Keep these errors top of mind when you are building any part of your business plan that deals with customer interaction. Wrapping Up If you have decided to make a full-time career in real estate, origination tasks will need to be part of your schedule every day. Your pipeline (stream of business) will not remain full if origination is not a primary focus. Origination is an art form. You will need to study, practice, fail and then start the cycle over again to figure out what works. Keep working, keep evolving, stop being a short order cook, and become a master at building relationships for the long term. To view the original article, visit the Realtor.com Hub.
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Effective Real Estate Website Calls-to-Action for Lead Generation
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8 Unique and Simple Ways to Get Real Estate Leads
If you can generate real estate leads without expending a lot of effort or money, your business can only benefit. Traditional methods of lead generation may be simple as well, but they may not be very effective, and they surely aren't very much fun. What follows is a list of simple, creative, outside-the-box methods for lead generation. Not only are they simple, but they cost little to no money, and you might even have some fun with them.
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3 Creative Ways to Generate Listings
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How to Use Social Media to Connect with Your Real Estate Leads
Nine in 10 home buyers rely on the internet as one of their primary research resources. To meet these searchers and make sure they work with you and not another agent, you should connect with them on the platforms they use to seek answers and discuss information about home buying and selling online—social media.
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10 Tips for Networking Your Way to More Referrals
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Neighborhood Profile Pages for More Real Estate Buyer Leads
What can you do to get more real estate buyer leads? Listings are wonderful, but the more business the better, so buyer leads are important as well. Take a trip through your website to see if you're providing the assets that buyers, and particularly first-time buyers, want. With younger buyers re-entering the homebuying market due to better job prospects in a growing economy, providing them the information they want when they want it will lead to more buyer leads.
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5 Things to Consider When Choosing a Geographic Farm
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Win More Business from Your Sphere: 3 Ways to Tweak Your Marketing
The ads and flyers you run to your geographic farm often act as an introduction to you, your brand and your business niche. It's acceptable (and expected) that your Just Listed flyers explain who you are and what you do. But when it comes to marketing to your sphere — the people who know you best — it's important that you work to reinforce your value proposition, not introduce it. Because while a refrigerator magnet with your face and email on it may be a suitable giveaway for 500 people in your farm, it's a weird gift to offer the cousin who bunked with you every summer at Camp Lakota. Your goal, then, is to make Cousin Jim feel more special than anyone in your CRM. Here are three ways you can tweak your marketing to better appeal to your sphere contacts.
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How to Leverage Public Records for Business Intelligence
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Combating FSBO: 3 Reasons Why Agents Rule
You know why you matter to the seller, here's how to help them know it too Every person who decides to sell their home without a listing agent does so for the same reason: to save money. However, what those eager sellers tend to not realize is that the soft costs of handling a real estate deal far outweigh what they'll spend on a commission. While real estate practitioners are aware of everything that goes into a home sale, it's not always easy to convince a consumer that the FSBO model is much more involved than posting a yard sign and sharing their listing on Facebook. As advocates for agents, we hope the following suggestions might help you drive home the importance of using a listing agent instead of trying to navigate this complicated market without a rudder.
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Offer an Absorption Rate Report for Leads and Expert Status
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How to Win Business from Leads You Never Wanted
Before dividing leads into categories like first-time buyer or empty-nest seller, many real estate agents separate their leads into "real" and "fake." How you make the distinction can be the difference between getting by and getting paid. If you're just getting by, it could be because you're writing off too many leads. For many agents, a "real" lead has to have real contact information, meet a certain price point (anything under $100,000 is often considered fake), and not be a renter.
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Data Driven Marketing: How to Win More Listings with Today's Hottest Tech
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How to Leverage Content Marketing for Lead Generation
No real estate agent is going to turn down an opportunity to generate new leads. An agent's business lives or dies by acquiring new business leads and converting those leads into customers. In today's real estate market, one method of lead generation reigns supreme: content marketing.
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The Real Estate Lead Generation Form that Works
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Low Inventory? Who Cares? Get Listings TODAY.
Just about every marketplace across the country is currently experiencing shockingly low inventory. If you are an agent that looks at the glass as half empty and not half full, this can be a problem for you and the health of your business. But if you pivot your viewpoint and choose to embrace your low inventory market, with these two pro tips, you can dominate your marketplace.
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Use an Online Real Estate Survey on Your Website for Feedback and Leads
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5 Steps to Create a Referral Business You Love
Real estate is filled with lead and referral opportunities but finding the right ones that work for your business can be challenging. In April, social media expert Katie Lance and our VP of Marketing Lisa Fettner hosted a webinar to discuss how to track your lead gen, focus your referral efforts and create content that attracts the clients you want to work with. Follow these simple steps to identify referral sources that will help you create and sustain a business you love. Track and manage your lead generation. It's important to implement a CRM or system that helps track who you've worked with, who you want to work with, what you're going to say to them, where that business is coming from and how you are going to connect and keep in touch with them. As an agent, you're often working with a variety of different people at the same time – so it's critical to stay organized and track everything. Reflect on last year. Look back at 2017 and ask yourself: Who was your favorite closing? Why? What was your best source of business? What was one "great idea" a trusted colleague had? What were your total number of referrals? Assessing your previous year of business will help you understand what worked, what didn't and where you should focus your time. Think about what messaging and topics you talked about that had the best response and resonated with your network. Lisa advised to make a 30-day plan of active communication, take a rest and then follow-up in 60 days, and then follow up with another touch point in 120 days if you don't hear from them. Your most active conversations will likely be with those who you connect with in those initial 30 days. The home buying and selling process can take a while, however, so it's important to continue to touch base for several months after the initial contact. When marketing yourself, make sure to communicate and highlight your expertise and experience to your clients and prospects in a way that make it about them. If you specialize in single family homes in the suburbs, you could share that you've helped five families move into their target neighborhood. Choose your channels wisely. Today, social media gives us endless opportunities to communicate and connect with clients and prospects. It's important to choose your social media channels based on what your clients and future clients are using and create content that attracts who you want to work with. Katie suggested asking or surveying your database to find out their preferred platforms and what they like to see when putting together a social media strategy. With all the competing noise on social media, it's about quality over quantity. LinkedIn for example, is a great way to connect with new and old contacts. Katie recommended keeping an updated bio, publishing new content and giving/asking for recommendations to generate new business. Take the referral challenge. Think about how many referrals you did in the past year, and then increase that number by 50 percent to set your new goal. Download and fill out our Referral Planner to help determine where you can generate that new business – e.g., through friends/family, associations, partnerships, etc. Mapping out these different, everyday contacts you interact with will open the door for new referral business. Create the right content. The specific type of content you create and share will inevitably attract a specific group of people/person. Katie shared a content grid that can help you get started and brainstorm 30+ ideas of what to post – e.g., local real estate info, local & community news, personal interest, home and design. Good content = good referrals and leads. When you put content out on a consistent basis that has your voice, opinion and personality, people start to recognize and remember you. Video is a great way to help you achieve that, given most people retain 95 percent of the message in a video vs. 10 percent of what they read in a text. Additionally, people spend 5x more time with video than any other type of content on Facebook – even more reason to Facebook Live your open house tour! Lisa emphasized how powerful storytelling, being relevant and adapting content through customizable templates can be when attracting new clients. For example, if you're known for your "best restaurants list," considering creating one for families with kids and one for empty nesters looking for a perfect date night spot. Don't be afraid to repurpose content and share it everywhere. Watch the full webinar here and download our free Referral Planner.    
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5 Proven Ways to Generate Sales Leads
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For Massive Real Estate Leads, Think Like Every Page Is a Landing Page
Take a tour through your website pages and articles. Hopefully, you'll be seeing articles and content for buyers, sellers, and others on topics that you believe your site visitors want information and answers on. Whether you, others in your brokerage or hired writers created this content, the goal is to educate visitors and maybe generate some leads. As you view each page, use a quick checklist to see if: +30 pts. The content is created around a single topic or idea and stays on topic. +30 pts. All of the remaining content reinforces the main idea/topic and adds valuable information. +20 pts. There is at least one strong call-to-action and a form to capture lead information. +10 pts. The page/article title is an attention-grabbing headline. +10 pts. The first paragraph gets that single idea/topic across in a way that draws in the viewer.
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Want to Sell More Homes? Walk a Mile in Your Seller's Shoes
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The Lead Generating Power of the Monthly Market Report
We all know that real estate leads are the first step in a process leading to a seat at the closing table. We also know that real estate lead generation can be complicated when it comes to our websites. So, what's a great way to generate real estate website leads? Sure, there are calls-to-action all around the site, from "subscribe to our newsletter" to "get a free home valuation." Even our site visitors, those suspects we want to make prospects, know about most of them because they're seeing the same offerings on every real estate website they visit. Run a quick test in your market to see these common calls-to-action, but also make note of what percentage of your competitors' websites offer current and regular market statistics reports. Unless you're in a very marketing-savvy area, you'll likely find that there aren't that many competitor sites offering market statistics on a regular and up-to-date basis. You can read a lot about differentiating yourself and your services from the competition on the Internet, and this is one way that works to do just that. As we go through this article and tips for generating leads with market statistical reports, you'll need to adapt to your MLS system's reporting and report formats. There are differences, but for the most part, the reporting recommended here is going to be possible in some way from your MLS system. The goal is to not just offer a bunch of numbers, but to instead offer reports that buyers and sellers will want and value.
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6 Simple Strategies to Heat Up Summer Prospecting
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3 Ways to Get that Phone to Ring
As the saying goes, "You have to spend money to make money." And that's true. You have to invest in your business if you want it to grow. But that investment doesn't have to start off big. There are several ways to generate real estate leads without spending a fortune. Read on for three ways to bring in more leads.
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Tinder for Real Estate? How digital matchmaking could change the game for agents
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Using Case Studies in Your Real Estate Marketing to Generate More Leads
Generating seller leads in real estate is important. It's also expensive. You are spending your hard earned money on generating these leads. Because of these two factors, it is understandable that when a new lead comes in, you are going to be anxious to follow up with them immediately. This is a great thing. Sometimes, we see agents get a little too anxious, though, and jump right into trying to close the deal, rather than taking a methodical approach of building awareness, generating interest and then turning that lead into a client.
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How to Consistently Generate 2-5 Leads per Day
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Find Your Next Listing with These Actionable Farming Tactics
Thanks to record setting low inventories, today's REALTORS are taking the reins, knowing they must create their own success by digging deep into solid, sustainable marketing campaigns that generate new business and position them as long-term market experts. Real estate farming is possibly the most proactive position an agent can take to build inventory. The method includes a series of steps that analyze a given neighborhood, ZIP code or market area to determine how many homes are most likely to sell, at what price range, and how long they will be on the market. A good farming strategy involves working through a set of five exercises to determine the area's viability:
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Lead Capture Tools that Grow Your Customer Base
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How to Build Your Referral Network Your Way
As an agent, referrals you receive are a key barometer of your success, and the number of referrals you send and receive can turn a good year into a great year. Unfortunately, many agents don't track their referral sources — nor do they actively include generating more referrals into their regular business and marketing planning. Based on our proven track record at ReferralExchange, below are five ways to identify and grow your referral business.
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Come Here Often? Terrible Opening Lines to Avoid When Picking Up Leads
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3 Types of Videos that Generate High-Quality Real Estate Leads
Generating new leads is vital if you want to grow your real estate business. Most agents have their tried-and-true trade secrets for generating leads. But there's a powerful lead generation tool that many real estate agents are missing out on: video content. The National Association of Realtors found that 36 percent of buyers used online video sites (like YouTube, for example) in their home search, yet only 30 percent of real estate agents offer video content.
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Triple Your IDX Search Leads in Under an Hour
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How to Create Community Webpages that Sell
When you're looking to highlight the uniqueness of a neighborhood, community-focused content can be your best friend. Community content is used to showcase the most attractive features and benefits of a local community, while also displaying your personal knowledge of the area's history and amenities. But how can you build community pages that truly sell? What is it that prospective buyers are really looking for?
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12 Strategies for Overcoming the Low Inventory Crisis
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Use Market Reports for a Flood of Real Estate Website Leads
"How do I get more real estate website leads?" That's a FAQ that you don't see on real estate websites, but it gets asked a lot by real estate professionals, and there are thousands of articles and blog posts that give you tips on how to generate more real estate website leads. If you take what you read here and do it well, in a year or so you'll look back and wonder why you didn't do it years ago... it works!
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What's Better? Quantity of Leads or Quality of Lead Follow-Up?
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How to Generate and Nurture Real Estate Leads While You Sleep
A career as a real estate agent can be challenging, and timeliness is key – you are expected to respond to inquiries almost immediately. According to the Properties Online annual real estate technology trends survey, 77 percent of sellers expect a reply from their agent within 30 minutes, while 88 percent of buyers are willing to wait a whopping 60 minutes before they expect a response. Unless you are able to clone yourself and not sleep, this can be a daunting task. But what if there was a way to make it seem like you were available 24/7? Advancements in artificial intelligence (AI) have made this a reality. Real estate agents and brokers can now employ chatbots and automated responders to ensure that both existing and prospective clients receive all the information they want and need at the exact moment it is convenient for them.
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B2B Real Estate Leads Using LinkedIn
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Where to Find the Top 7 Types of Real Estate Leads
Looking for new places to find listing leads in this low inventory market? Realtor Loida Velasquez shares her top five places to find seller leads, along with two ways to find buyer leads, in this video. Check it out above to learn more about where to find and how to engage these seven types of leads: Seller Leads FSBO - These first two lead types are the obvious place to start, but good news--these are typically motivated sellers. Find FSBOs on Zillow or Craigslist, or on many other free sites. Expireds - Loida recommends getting their address from the MLS and going door knock them. Check out the video for more advice. Make Me Moves - You can find these leads live on Zillow. Loida recommends thinking of them as "pre-FSBOs." Notice of Default - You purchase info on these next two lead types to identify them. Divorced Buyer Leads Open houses - While mostly buyers show up to open houses, you can meet seller leads in neighbors who may be thinking of selling soon. Preview homes - Dedicate a set time to find a vacant home with lockbox, preview it, and door knock around that area to chat up the neighbors and cultivate potential leads. What are your favorite methods to unearth new buyer and seller leads? Let us know on our Facebook page!    
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8 Powerful Resources for Building a Lead Capture System
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[Video] Out Closing the Competition with Artificial Intelligence
Artificial intelligence (AI) is one of the most exciting topics in real estate today. In fact, we may one day come to regard it as an advancement as important as the internet. Despite that, there's a lot of worry and misunderstanding about what AI is and what it can do. Don't worry--it's not an army of robots that will eventually replace agents. Instead, artificial intelligence is a technology that helps processes of all types become more cost-effective and more efficient. With its help, real estate agents can provide better service, better support, and forge better connections with their clients and prospects. In a webinar this week, we explored just what AI is, what it's not, and what it can do for your business. We saw a live demo of artificial intelligence at work in real estate, and learned the essentials of AI for attracting and nurturing leads. Did you miss the webinar? Check out the recording below for a replay:
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How to Use Content to Build a Killer Lead Gen Strategy
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Artificial Intelligence: What It Is, What It Isn't, and How It Benefits Your Business
If you've paid even a little bit of attention to technology or real estate industry news, you've heard this term a lot lately: Artificial Intelligence, or AI. So why the sudden interest in this topic, and what exactly do people mean when they say artificial intelligence? Machines that think? Cars that drive themselves? And what does all of this mean for my real estate business? Those are just some of the AI-related questions that we'll be answering next Tuesday. Join us on April 10 for a FREE, live webinar that explores what AI is, where it's going, and how it can benefit your real estate team. Here's a peek at the agenda: The Basics: What AI is, and what it is NOT The varying degrees of AI, from simple to advanced Real examples inside real estate How to get started with AI LIVE demo of AI used for real estate Will your business suffer if your competition is using it and you aren't? Artificial Intelligence 101 If you've ever wondered about artificial intelligence, Tuesday's webinar is like a freshman survey course on the topic. Here's a quick summary of the more in-depth information we'll be covering: What is AI? There are about as many definitions of AI as researchers developing the technology, according to Inside Real Estate, our webinar co-hosts. It's part of now-familiar digital assistants like Siri and Google Home. It includes Spotify's ability to learn your music preferences, and Amazon's uncanny ability to suggest just the product you need. At its heart, AI is a machine-based intelligence that learns patterns from data inputs and actions. Like all intelligence, artificial intelligence exists on a spectrum. There are simple AIs, like smart thermostats, and advanced AIs like Alexa, Siri, and the broader Internet of Things (IoT). AI is not a type of software, nor feature of software (like automate marketing). It is not something like automated marketing or drip campaigns, which is based on scheduled or triggered events. It's not here to take over the world. (It's true. Just ask "Okay Google, are you Skynet?" and see what happens.) And it's not going to go away. "...strategic use of data and artificial intelligence are not fads," according Steve Murray, President of REAL Trends. "That would be like saying that Billy Beane and Paul DePodesta of Moneyball fame were just data geeks. Except, they showed how using data could change an entire industry forever." AI and Real Estate Now that we understand AI in a broad sense, let's focus in on how artificial intelligence is used in real estate. Here are a few examples: Chatbots helping buyers search for homes on your website A CRM that rates and scores leads, then suggests which to follow up with Predicting which leads that are most likely to transact soon Intelligent lead follow-up that takes action on your behalf In addition, artificial intelligence can help you map out sales goals and evaluate the effectiveness of your lead generation and nurturing strategy. Want to learn more? Register for Out-closing the Competition with Artificial Intelligence, a FREE, live webinar coming next Tuesday, April 10 at 1pm ET/10am PT.    
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What Is a Real Estate Referral Agent?
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How Referrals Can Help Take Your Business to the Next Level
"A lead is simply an inquiry on a property. A referral is a lead that's been qualified: The person giving the referral has taken time to ask specific questions that qualify that lead." — An agent quoted in the 2018 Agent-to-Agent Economy study by ReferralExchange. For newer agents entering the industry, leads are an important part of how they grow their business. However, for more established agents, referrals represent a real opportunity not just in business coming in, but in creating a network where they can refer clients out. Many clients may need an agent outside their main agent's geographic area or service parameters. When that occurs, some clients may feel they have to go it alone. However, having a referral system that supports their sphere doesn't just provide the agent with additional income, it delivers peace of mind for agents and their clients. What does a strong referral business look like and how can this be a potential "side hustle" for agents, providing a secondary income stream?
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4 Tips For Realtors Who Want to Dominate Their Geographic Farms
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The Real Estate Referral Machine for Lifelong Business
Ask a dozen real estate professionals which leads that enter their funnel are the most likely to get to the closing table, and most will agree that it's real estate referrals. They come with a built-in positive attitude about you and all you have to do is reinforce it. How do you grow real estate referral business? There are a lot of those cards and emails out there saying things like: "Hi, remember me, that great Realtor who helped you buy your home?" "Happy birthday from your favorite real estate agent." "Just checking in to see how you're enjoying that home I helped you to buy." "I really appreciate your referrals, so let others know about my services." There are plenty more like this; the idea is to keep your name in front of past clients so they may think of you when a friend or relative is buying or selling real estate. These type of ongoing followup emails and cards may get you a few referrals, but they are just as likely to be annoying and end up in the trash or email unsubscribes. If you want to up your game with post-transaction referral marketing, here are some proven strategies that work.
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Open House Visitors: Don't Just Meet Them, Close Them
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Friday Freebie: 100 Ways to Segment and Market to Your Sphere
Personal data. As consumers, we leave it everywhere--and marketers love it because it provides insight into who we are and the kind of products we're likely to buy. But did you know personal data can also benefit real estate professionals? With a little insight into your clients, you're better able to pinpoint when they're ready to list their home--and potentially even know how to better connect with them. Now, we say 'potentially,' because just knowing that your client is a dog lover doesn't necessarily mean you'll know how to use that information to connect with them. That's why in this week's Friday Freebie, we're highlighting a guide full of 100 ideas you can use to connect with your sphere--whether they're dog lovers, sports fans, foodies, gardeners, or something else entirely. Read on to learn more!
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Generate Qualified Leads with Facebook Ad Funnels
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How to Get Huge Results with IDX Search Lead Generation
Can you improve your IDX lead generation on your real estate website? The answer for most real estate websites is a huge YES. We already know that the words "real estate" are by far included in more searches for homes than others, usually combined with a town or area, such as "yourtown real estate." Dominating the top results on the search pages are the listings, most of which are now IDX search utility pages. People want to see home listings, so those IDX pages end up being the most visited areas of almost all real estate websites. When a home buyer or potential listing client ends up on your IDX search page, what will they find and what will be their likely actions? What they do is very dependent upon what you offer.
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Why Agents Should Use Big Data and Predictive Analytics
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Attract More Leads with the Right Mindset, Skillset, and Actions
It's hard to overemphasize the importance of having a system in the real estate business. A system helps you go from an "on-accident" agent who works hard and does their best to put transactions together to an "on-purpose" agent who generates consistent positive results. Larry Kendall recently shared tips from his new book discussing how agents can use the Ninja Selling System to become "on-purpose" agents. This system is built around three success keys: your mindset, your skillset, and your actions.
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The Condo Project Lead Generation Success Plan
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How to Turn Your Next Open House into a Conversion Machine
More than half of homebuyers who purchased approximately 5.5 million existing homes in 2016 attended an open house at some point during their search, according to a recent report from the National Association of Realtors. It's a surprising statistic considering the majority of homebuyers rely on internet listing photos and information as a way to rule out as many homes as possible without having to visit. If you work by the numbers as most REALTORS® do, you'll want to capture a piece of that open house pie. Here's how.
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Real Estate Postcards and the Website Mailing Circle
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Why Your Referral Business Has Dried Up
One of the best sources for new business is by way of client referrals. Not exactly a life-altering statement, is it? How about when you take into account the fact that 88 percent of buyers say they would use their agent again or recommend them to others, and yet only 25 percent actually do? Now you recognize how important your referral pipeline is or could be to the future health of your business. If your referral business has dried up, it's time to refuel it and diagnose the real reason why it stopped flowing in the first place.
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