100 Things Buyer's Agents Do for Their Clients
It's been a rough couple weeks for buyer's agents — and for how they're being portrayed in the media. Since the NAR settlement, comments sections of news articles have been rife with remarks like "What do real estate agents even do anyway?" that imply that agents don't deserve their commissions. While we advise that you stay away from these online discussions — which quickly turn toxic — you may need to offer answers to the question of what you do to clients and prospects at some point. Fortunately, as any buyer's agent knows, you do a whole lot! We want to hype you up during this challenging time and help you be ready to list all the wonderful ways you help your clients the next time you get that question. That's why we've rounded up this list of 100 things that real estate buyer's agents do for their clients. The list is written as if buyers are reading it, so please feel free to copy and paste this anywhere that it's helpful — on your website, into presentations, your email newsletter, and beyond! Before Your Search Begins Understand your needs and wants as a buyer (e.g., number of bedrooms, desired school district, commute time) Discuss your budget and pre-qualification options (explain pre-qualification vs. pre-approval) Educate you about the current real estate market (local trends, market conditions) Explain the buying process (steps involved, timeline) Provide a buyer's agency agreement outlining their responsibilities, compensation, and fiduciary duty to represent your best interests Discuss financing options (conventional loans, FHA loans, VA loans) Help you get pre-approved for a mortgage (connect you with lenders, understand loan terms) Explain the role of different parties involved (seller's agent, escrow officer, title company) Advise on homeowner's insurance considerations (types of coverage, estimated costs) Discuss potential tax implications of buying a home During Your Search Set up a personalized MLS search based on your criteria (location, price range, property type) Recommend properties that meet your criteria and highlight key features Schedule appointments to view properties and manage your showing itinerary Provide virtual tours if available and conduct virtual consultations if needed Research the neighborhoods you're interested in (schools, amenities, crime rates) Point out pros and cons of each property during showings Offer honest and unbiased opinions based on your needs and market knowledge Identify potential problems with properties (structural issues, outdated features, renovation needs) Help you stay organized with property information (create spreadsheets, share notes) Track new listings that hit the market and notify you of potential matches Schedule follow-up appointments for properties you'd like to see again Answer questions about open houses and how to best approach them Explain the role of "coming soon" listings and pre-market opportunities Advise on strategies for attending competitive open houses Help you understand the concept of "pocket listings" (unlisted properties) Offer guidance on making low-ball offers (weighing risks and benefits) Explain the concept of escalation clauses in competitive offers Discuss the importance of earnest money deposits and potential holding fees Advise on timelines for submitting offers and response expectations Help you prioritize properties based on your evolving needs and preferences Making an Offer Explain different offer strategies based on market conditions (fixed price, escalation clauses) Help you determine a competitive offer price considering comps (comparable properties) and market analysis Draft and submit a formal offer following standard real estate contract formats Negotiate on your behalf with the seller's agent to get the best possible terms Present counteroffers strategically to improve your offer's position Recommend concessions you can request beyond price (closing costs, repairs, warranties) Advise on closing costs and help you estimate associated fees Ensure all contingencies are included in the offer to protect your interests (financing, inspections, appraisals) Explain the concept of "due diligence" period and your rights during that time Keep you informed of the negotiation process and provide timely updates Under Contract Schedule and coordinate the home inspection with a qualified inspector Accompany you to the home inspection to ask questions and take notes Review the home inspection report with you, explaining findings and potential repair needs Negotiate repairs with the seller based on the inspection report Help you understand the process of scheduling and attending additional inspections (e.g., radon, pest) Facilitate communication between you and the lender to ensure smooth loan processing Recommend reputable mortgage lenders if you haven't already secured pre-approval Help you gather necessary documents for loan approval (tax returns, bank statements) Schedule and attend the appraisal (if required by your lender) Review the appraisal report and explain its impact on Advise on potential challenges with loan approval and suggest solutions Explain the role of private mortgage insurance (PMI) if applicable Help you understand the escrow process and communicate with the escrow officer Before Closing Order title search to identify any ownership or lien issues Review the title commitment and explain its implications Advise on homeowner's insurance options and help you get quotes Schedule the final walk-through to ensure the property's condition aligns with the contract Ensure all repairs agreed upon are completed before closing Review closing documents thoroughly and explain each section Answer any questions you have about closing and prepare you for the process After Closing Provide recommendations for reputable movers based on your needs and budget Help you connect with home warranty companies to explore coverage options Offer recommendations for home improvement contractors for post-purchase renovations Stay in touch and answer any questions you have after closing Provide resources for navigating homeownership, including maintenance tips and homeowner associations (HOAs) Additional Services Provide resources for school information and district ratings Help you understand local property taxes and potential exemptions Advise on homeowner association (HOA) fees and explain HOA rules Explain the benefits and drawbacks of different property types (single-family home, condo, townhouse) Help you understand lead paint disclosures and potential remediation requirements Assist with navigating historical property reports to understand the property's background Recommend resources for obtaining permits and inspections for renovations Connect you with property management companies if you plan to rent out the property Help you understand the process of obtaining homeowners' insurance Offer guidance on budgeting for ongoing homeowner expenses (maintenance, utilities) Client Communication Be available to answer your questions by phone, email, text, or preferred method Communicate promptly and effectively, keeping you informed throughout the process Advocate for your best interests during negotiations and throughout the transaction Provide you with clear and concise explanations, avoiding technical jargon Be patient and understanding, acknowledging the stress involved in buying a home Market Knowledge Stay up-to-date on current market trends (inventory levels, interest rates, price fluctuations) Analyze local market data to identify buying opportunities Provide insights into specific neighborhoods, highlighting pros, cons, and future development plans Offer comps (comparable properties) for reference during your search Help you understand seller motivations to inform your offer strategy Technology Utilize technology to streamline the buying process (electronic signatures, online portals) Use digital tools for property searches with interactive features and filters Offer electronic document signing for added convenience and efficiency Provide online communication platforms for easy information exchange and updates Use marketing tools to target potential properties that meet your criteria Negotiation Skills Negotiate effectively on your behalf to secure the best possible terms Present your offer in the best light, highlighting your strengths as a buyer Counteract seller's arguments strategically to improve your offer's position Advocate for repairs without jeopardizing the deal by finding common ground Help you achieve a win-win outcome that satisfies both parties Maintain a high level of professionalism throughout your interactions Dress appropriately for appointments and meetings, projecting a positive image Be respectful of all parties involved (sellers, agents, inspectors) Adhere to a strict code of ethics, ensuring fair and honest representation Conduct business with integrity and transparency, building trust with your clients There you have it — 100 things buyer's agents do for their clients. If you share this list, feel free to edit as needed. After all, you may not do everything on this list, and there are probably several things you do do that aren't listed. Happy selling! Related reading Unlocking RPR's Potential: A Buyer's Agent Daily Playbook The Shifting Dynamics of Buyer-Agent Relationships in Real Estate 4 Ways Buyers Agents Can Show More Value to their Clients  

4 Ways Buyers Agents Can Show More Value to their Clients
As the market continues to evolve and we look ahead to a 2024 poised to see shifts in interest rates and inventory, it's clear to all real estate pros: home buyers need hands-on help from buyers agents. From a consumer's point of view, they may not know why, or think they can do it themselves. Take the guesswork out of the equation with these four ways you can show your value to your buyer clients upfront. 1. Unleash Your Market Expertise and Do It Often Let's face the facts: consumers don't have the same level or depth of local market expertise you do. They can empower themselves with data they find from a variety of sources online, and get a solid idea of the market from browsing top online real estate portals. But the local market data you have access to encompasses real-time and real life. Share this data with your clients to build trust in your expertise and knowledge, while also highlighting your value of having exclusive access. In addition to amping up your client interactions with data, you also come with a solid history as an agent. Your experience serving buyer clients of all types in your market, managing their needs and specific situations, and the ways you navigate each and every transaction should also be shared with your buyer clients. This will help them find comfort and trust in the fact you know what you're actually doing — you don't just talk the talk, you walk the walk. Being able to articulate your local market expertise and the experience you have working in the area your buyer clients are interested in is what will separate the good buyers' agents from the great ones. 2. Understand Your Client on a Deeper Level Purchasing a home is considered the investment of a lifetime. And in a market that's felt more like a rollercoaster ride than a walk in the park in the last few years, buyers need your guidance, knowledge, and expertise to help them find their home sweet home. It's not enough to simply find a house that fits their budget range; you need to understand your client deeply. Ask exploratory questions. What's motivating them to buy? What are their hesitations, if any, around buying? What's shaping their home buying budget? This creates the perfect bridge to active listening, which develops and strengthens rapport with your clients. This will make your working relationship much more communicative and open, while helping you build and develop a superior buying experience. 3. Show Them You Know Exactly What They Want Going hand-in-hand with #2 is this tip. You've explored your clients' motivations, wants, needs, desires, and non-negotiables. You have a deeper understanding of their intent for the buying process. But in addition to active listening and displaying empathy, you also have to show them you know what they're looking for. Maybe you know of a great listing that fits their exact needs that hasn't hit the market quite yet. Or a life change they're facing has unlocked a new variety of needs they haven't even considered — but you've already helped a buyer client in the same scenario before. Whatever it is, aim to go above and beyond to deliver a home shopping and buying process that addresses your buyer clients' wants, needs, and calms any concerns. 4. Share Proof Points About Working with You Testimonials and reviews from past buyer clients you've worked with are worth their weight in gold. We all read online reviews for just about everything — from a new car to the latest smartwatch, a primary care provider to a cosmetic dentist, online reviews give us a real-life look into what it's like to work with the provider or purchase a product or service. Think about the last time you steered clear of a purchase or service because of poor reviews. Or think about the last time you jumped at a service because of how great their customer reviews were. There's power in sharing real-life experiences, and having your previous clients' testimonials provides your current (or future) buyer clients with an honest, unbiased view into partnering with you for their home purchase. Meet Buyers Where They Are and Get Them to the Closing Table Buyers need you and your deep real estate knowledge and experience — they just might not know it. Buyers might be confident they can get through the process with online real estate portal data or driving around scoping out For Sale signs, but the reality is, they need you. So tell them, and then show them. By highlighting yourself as a local market expert and trusted, experienced buyer's agent, prospective homebuyers can easily feel confident in working with you, rather than trying to do it all themselves. To view the original article, visit the Inside Real Estate blog. Related reading Unlocking RPR's Potential: A Buyer's Agent Daily Playbook The Shifting Dynamics of Buyer-Agent Relationships in Real Estate A State-Specific Guide to First-time Homebuying Programs

6 Ways Digital Home Management Platforms Help Agents Keep Clients Forever
Welcome back to our "Tips and Tricks Tuesday" series, which highlights articles around a monthly theme. October's theme is "Never Lose Another Client." Read on for tips and tricks on maintaining long-term relationships with your clients: The real estate industry naturally focuses on finding active buyers and active sellers, which runs between 4 to 6 million home transactions in any given year. But what do agents, brokerages, and the industry do to help the other 115 million homeowners who either recently completed a transaction or are happy in their current home? The challenge for agents and brokers is staying relevant, providing additional value, and maintaining brand presence during the long-term span between transactions in the hope of getting repeat business. Sending emails via a CRM wishing them a happy holiday is a nice gesture, but doesn't go very far. Sending them reports about market conditions in their neighborhood is nice, but not really relevant if they plan on living in their new home for five to seven years. Digital home management platforms are a relatively new concept that helps homeowners manage their home while providing agents and brokers with a way to never lose them. Let's dive into six ways these new digital home management platforms work for agents and brokers. Help Clients Actually Manage Their Largest Financial Asset An agent's client just moved into and set up their new home. Now what value is the agent providing? Homeowners need a maintenance schedule with reminders over what tasks to do to minimize repair costs on the home's building materials, appliances, and equipment. They need to keep energy costs low by having a home that operates efficiently. Homeowners need guidance on how to budget and plan for home remodel projects  and advice on how to hire a contractor. Homeowners need to budget and track their total cost to own the home, including insurance, property tax, utilities, mortgage, and other regular home services such as landscaping, pool maintenance, security monitoring and other services. Homeowners need to track their mortgage balance and their home equity to understand how their financial investment in their home is performing. Digital home management platforms like HomeZada bring all these things together into a single platform that empowers homeowners to manage everything about their home in one place. Homeowners can also save all their documents about the home including closing docs, mortgage docs, insurance policies, receipts, invoices, etc. Proactive and personalized reminders and emails keep the homeowner engaged and knowledgeable on what and how to manage their home. Help Homeowners Become Climate Resilient Every homeowner across the country faces changing seasons and weather conditions that create risk for their home. How many agents have clients who have had to deal with hurricanes, tornadoes, wildfires, thunderstorms, deep freezes, blizzards, hail storms, flooding, heat waves, etc. over the last few years? Probably just about everyone. Digital home management platforms such as HomeZada have integrated with the National Weather Service to provide real time alerts and push notifications based on your home's address of severe weather events that can significantly impact your home. In addition, every insurance company recommends a home inventory. Home management platforms provide homeowners an easy way to upload videos and photos and process it via AI to make sure your clients are properly insured and prepared in case disaster strikes and they need to file a claim. Be Relevant, Personalized, and Engaging Agents and brokers can build their branding inside of some digital home management platforms. Depending on the platform, the branding can be displayed on any device including desktops, tablets and mobile devices. This is important because homeowners, from millennials and gen z, expect mobile access while many boomers and seniors still prefer desktop access. Digital home management platforms often times create personalized pre-populated data about their specific home at sign-up and send out regular monthly email and push notifications. This combination of personalized and relevant information keeps homeowners engaged, on average, two to three times per month where agents get the benefit of automated branding at every login and every email. Be Innovative and Deliver AI to the Homeowner Clients ChatGPT and other generative AI technology has exploded in the marketplace. Consumers and professionals know it will change the game but are not exactly sure how. Think about all the questions a homeowner has during the five to 10 years of owning their home — from home finances, home improvement projects, research on which brands and types of products to put into the home, to home maintenance questions and more. HomeZada has integrated ChatGPT as a Home AI Assistant into its digital home management platform, empowering consumers who use it to become smarter homeowners. The benefit for agents and brokerages is that your brand is the one delivering the AI technology to your clients. You are the hero over multiple years, with no effort after the initial onboarding process. Opportunity to Market Other Home Products and Services Many brokerages offer other products and services such as insurance, mortgage, home warranty, and more either that are company owned or via a preferred partnership. Some digital home management platforms have built-in ad and content platforms that allow brokerages to market these other lines of business within the user interface. This gently influences engaged clients in the digital home management applications to do more business with the broker's companies and partners. You may not have won the first year of the customers home insurance or home warranty business, but ad content platforms mean you could get clients to switch and generate new business opportunity while they are still living in their current home. Build Brand Preference for Future Listing Opportunities All 120 million current homeowners in the US are potential leads to win when they decide it's time to sell their home. Some consumers are planning on selling in the next three months, or the next year, in three years or in 10 years. The real estate industry's challenge is how to get their brand in front of those current homeowners so when they are ready to sell, the brokerage and/or agent has built their brand preference in a value-added way. Use digital home management platforms to help any current homeowner you are in contact with or in your marketing sphere. They all need these platforms to better manage, maintain, protect, and improve their largest financial asset. Brokerages and agents who use digital home management platforms will have built up a brand preference for several months or years and are likely to get a listing agreement because they have been helping homeowners manage their home for years before. Summary Homeownership is a lifecycle that never ends. It starts with buying your first home and owning it. Then comes the time to sell it and buy another one. This happens many times over the course of most people's lives. Agents and brokerages provide the core of their services for people buying and selling. But the owning phase is the longest in duration and one where consumers need help managing their homes, and the real estate industry needs to be value-added and relevant to keep clients for life. John Bodrozic is the Co-Founder of HomeZada.

Do Agents Really Understand Buyers and Sellers?
How well do you understand what buyers and agents go through before they meet you for the first time? Have you ever experienced contacting an agent as a consumer through Zillow or Realtor.com? If not, don't be so sure that you've got a handle on the full buyer and seller journey. As an exercise in empathy building — and in honing your own customer service skills — real estate pros Byron Lazine and Nicole White recommend going through the Zillow and Realtor.com sales funnels yourself. Put yourself in the shoes of a buyer and contact an agent about a listing through those sites. Did anyone call you back at all, or were you inundated by texts or phone calls? How did you feel when (or if) contact was made? But don't stop there! In this video, Lazine and White emphasize the importance of understanding the entire buyer and seller journeys from the viewpoint of the consumer. Watch the video above to learn: How to add value throughout the buying/selling process Why you should experience the moving process yourself to better empathize with clients Why tight margins are a top concern for real estate investors Why it's crucial to build relationships with tradespeople and service providers to provide immediate solutions to clients' needs And more! Related Reading Why Agents Need to Think More About the Consumer Experience Simple Ways to Provide a VIP Client Experience (Even Virtually) 5 Tech Tricks for Better Real Estate Customer Service

The Power of Emotional Intelligence in Real Estate: Enhancing Client Interactions
Welcome to the world of real estate, where properties come to life, and dreams find their perfect homes! In this exciting industry, success not only relies on market knowledge and negotiation skills, but also on the power of emotional intelligence. In this article, we're diving into the fascinating realm of emotional intelligence and how it can transform your client interactions, making them more engaging, meaningful, and fun. What Is Emotional Intelligence? The secret ingredient that gives your professional relationships flavor is emotional intelligence. It entails being aware of and in control of your emotions as well as those of others, paving the way for trust- and empathy-building interactions, as well as effective communication. While technical expertise is important in real estate, emotional intelligence enhances your capacity to engage clients on a deeper level and forge long-lasting relationships. Understanding Your Clients Every client in the real estate industry is different, with various needs, desires, and aspirations. You can better understand people's motivations, fears, and concerns by developing your emotional intelligence, which will enable you to meet their individual needs. So don your detective cap and set out on a mission to learn what your clients value most. Is it the need for a quiet neighborhood, spacious living areas, or a home that fits their growing family? The more you understand their emotions and desires, the better equipped you'll be to provide tailored solutions. Active Listening Imagine yourself having coffee with a client while you talk about their ideal house. Don't just nod and wait for your chance to speak as they express their hopes, frustrations, and worries. Active listening is encouraged! This entails being fully present, maintaining eye contact, and demonstrating your genuine concern through verbal and nonverbal cues. Consider your response carefully and express empathy for their predicament. Clients are more likely to trust you and you are more likely to be able to steer them in the direction of the ideal property when they feel heard and understood. Managing Your Own Emotions Real estate can be an exhilarating rollercoaster ride. An emotional whirlwind can result from negotiations, deadlines, and unanticipated developments. Self-awareness and emotional self-regulation must be developed. Remember that in the turbulent sea of real estate transactions, your clients look to you as a steadying anchor. You can remain upbeat and professional even in trying circumstances by controlling your own emotions. Your clients will feel more confident and secure knowing they have a capable and dependable partner on their side as a result of this. Building Rapport Imagine buying a house from someone who seems detached and disinterested. Not very appealing, is it? Building rapport is all about creating a genuine connection with your clients. Find common ground, whether it's a shared love for a sports team, a favorite hobby, or even a fondness for the neighborhood you're exploring together. Show a genuine interest in their lives beyond the transaction. Remembering small details about their preferences and mentioning them in conversations will demonstrate that you value their individuality, strengthening the bond and transforming the client-agent relationship into a friendship. Mastering Nonverbal Communication Did you know that over 90% of communication is nonverbal? Body language, facial expressions, and voice tonality all convey a lot. Pay attention to your own body language to make sure it matches your spoken words. An immediate sense of trust and comfort can be established with a warm smile, a firm handshake, and an open posture. Similarly, pay attention to nonverbal cues from your clients. Are they elated, worried, or unsure? You should change your strategy to give them the encouragement and assurance they require. In conclusion, by understanding your clients' emotions, actively listening, managing your own emotions, building rapport, and mastering non-verbal communication, you'll be able to provide exceptional client experiences that exceed expectations. Remember, real estate is not just about bricks and mortar; it's about making dreams come true and leaving a lasting positive impact. So, go forth, embrace emotional intelligence, and let the magic unfold in every client interaction! To view the original article, visit the Transactly blog.

Why Agents Need to Think More About the Consumer Experience
We know you're focused on generating the best outcome for your real estate transactions. You work hard to find buyer clients a home that fulfills their wants and needs, is in the right location, and is listed at the right price. You do your best to help seller leads create a compelling listing for their properties, select the right buyer, and negotiate on behalf of their best interests. You already know what you need to do to generate a successful closing — but it's not all about the destination. For your real estate clients, it's also about the journey. Why the Experience Your Clients Has Is So Important The process of buying or selling a home can draw up many emotions, and the escrow process isn't always common knowledge among consumers — especially first-timers. Buyers and sellers want to have a smooth real estate transaction experience, and they place their trust in agents to serve as their guides. Giving your clients a good experience is how you lock in a lifelong client and potentially access referrals. If someone enjoyed working with you, it's likely that they'll call you when they're ready for their next transaction. When someone they know is looking for a real estate agent, they'd recommend your services. This is one way to build up a strong reputation in your area and gain more market share. Pro Tip: Remember, past clients are like a hidden gold mine in your real estate database. They already know what it's like to work with you, so most of the work it takes to convert them is already done. If you want to reap the benefits of happy clients that keep on coming back and sending strong leads your way, make sure that you're providing excellent service and unbeatable transaction experiences. 4 Things to Do to Create Amazing Consumer Experiences Start improving your consumer experience today by adopting these four best practices. 1. Provide Digestible Information Not every buyer and seller is a real estate expert. As an agent, you can help your clients feel comfortable and confident with their transactions by providing them with easy-to-understand educational resources. Break down the information so that it's easy for them to digest without feeling overwhelmed. Help your clients understand why you're deploying specific strategies. Tell buyers why you suggest submitting an earnest money deposit if the market is particularly competitive. Help sellers understand how you're pricing their listing based on comparables and market conditions. Pro Tip: Going the extra mile to walk your clients through their transaction strategy will demonstrate your expertise and knowledge. You'll position yourself as an irreplaceable asset in their real estate transaction, helping you build a lifelong relationship with the people you work with. 2. Make Yourself Available Your clients want to have someone to reach out to when they have questions or need something. Making yourself available is one of the best ways that you can curate a pleasant experience for consumers. Get back to them when they message you. Call them back as quickly as you can. Contact them first to address unspoken concerns that you may have picked up on. Remember, buyers and sellers have a lot on the line. They don't want to be left in the dark or feel like they're being put on the back burner. Show them that they're a priority by being there for them when they need you. 3. Make Sure They Feel Heard Buying and selling a home can be an emotional process for many people, and clients want to work with an agent that understands and supports their needs. Above all, your clients want to feel heard. When they speak to you about something, actively listen. If they're voicing concerns, asking questions, or explaining their circumstances, take the time to listen to them and let them know that you understand. If you're unsure about anything, ask questions to learn more. Be fully engaged, and keep track of what clients tell you so you can reference it down the line. Once they've fully communicated what it is they had to tell you, provide them with actionable feedback. If they're having an issue, provide options for solutions with gentle recommendations. If they had a question, provide them with educational resources to help them learn about the topic. Provide customized solutions for their needs and do what you can to address their unique circumstances. 4. Provide a Seamless Technology Experience Your clients don't want to be burdened with any gaps or glitches. They want a smooth and streamlined transaction process that's optimized by best-in-class technology — not one that's weighed down by complicated digital processes. Today's consumers want Amazon speed and boutique service. Deploying the right technology solutions can help you foster a seamless technology-powered experience for your consumers. When building out your tech toolkit, think about how each tool will impact your customer experience. Prioritize software that is easy to use, mobile, and consumer-friendly. To view the original article, visit the BoomTown blog.

Why Loyalty Matters for Real Estate Agents and How to Build It
The real estate industry is always asking: What's next? As thought leader Brian Boreo of 1000watt once said, Whoever figures out loyalty in real estate will win. The key word there is loyalty, an often-missed success factor. But of course, earning it is easier said than done. With 80% of sellers saying that they would work with their real estate agent again but only 11% actually doing so when the time comes, staying connected over long periods of time can feel like an uphill battle. After all, finding new leads tends to be easier than maintaining strong connections with past clients, right? In the short run, yes—simply put, finding active sellers and buyers will always be easier than keeping up with happy, satisfied new homeowners who are more focused on their current purchase. But in the long run? Keeping your relationships with past clients strong is an investment that earns you something essential for your business: loyalty. Why loyalty matters With the number of options for absolutely everything these days, client loyalty can be a fickle thing. There are a lot of reasons why a past client might end up not contacting their agent again. Maybe a new agent appeared at just the right time and place. Maybe it was difficult to find their contact information, especially years after that last conversation. And yet, building loyalty is what will earn you repeat business and coveted referrals—in essence, this is an investment that will undoubtedly pay off. Maintaining relationships with past clients ensures that you're strengthening your circle and building your business, step by step. Finding fresh leads is important, but there's great value to be found in building on those established client relationships on an ongoing basis. Two key questions remain: How do you build enough loyalty with past clients to keep winning their business in the future? How can you stay top of mind during the years in between? Well, similar to a chef's knife or a musician's instrument, finding the right tech tool is an agent's best bet to finding these answers. How tech solutions can help New technology tools, whether they're full software programs, integrated add-ons, or a combination of the two, can work wonders by saving you time for what only you can do with a human touch—build on your client relationships. In an age where we can automate tasks to boost efficiency in our workflows, spending precious time on doing things manually just doesn't make sense. For example, keeping up with your past clients through regular communications, whether that's every month, six months, or year, has always been an effective way to maintain that connection. You can create and send reports to provide valuable information each time, too. Still, doing this manually will cost a significant chunk of time in your workday. Tool highlight: Homebeat Tools like Homebeat, a Cloud CMA add-on, will do exactly what we've just described above on an automated basis. From sending a live, personalized CMA to keeping the lines of communication open between you and past clients, Homebeat covers the entire process without requiring much upkeep after setup. This way, you can stay connected to clients in the years between their next moves, big or small. And your clients will have regular access to accurate market data in their Homebeat reports, including where their homes stand in comparison to other homes in the local area—which can influence the decision of when to buy or sell. Building trust by providing relevant information through CMA reports will help to enhance agent-client relationships, too. All in all: Stay memorable Stay memorable by offering your past clients-turned-homeowners the useful information they didn't know they needed and being a message or call away when they're ready to buy or sell. That can be easy to do with technology solutions. After automating your marketing strategy, you can sit back and rest easy knowing that you've taken the steps to stay connected with past clients and primed the path toward repeated business and highly sought referrals in the future. To view the original article, visit the Lone Wolf blog.

Helping Clients Make Informed Decisions When Buying a Home
Buying a home is the biggest single purchase most adults will make in their lives. Your clients should always know and be prepared for what is going to happen next in the process of buying a home. Always keep them informed and let them know ahead of time if there are things they need to prepare or do. Communication is key in order for clients to feel calm and confident in what is going to happen. To help combat anxiety and help your clients make an informed decision about the purchase, showcase your authority and expertise in one or more of these ways: Offer First-Time Homebuyer Workshops By tapping into your professional network, which may include attorneys, accountants, and financial advisers, you can sponsor a workshop for first-time homebuyers.This event, if planned correctly, can be profitable in capturing new clients at a reasonable cost. Many of these workshops can be held at a community center or other spaces for a nominal fee. Provide Materials That Your Customers Can Review at Home Creating informational materials for your customers to take home will help eliminate their anxiety, as it will ensure they have something to reference whenever questions arise. Furthermore, providing these resources will help to convey your level of expertise. Try to make the materials that you create for your customers specific. Reading your detailed explanations will reinforce the fact that you have the knowledge and skills necessary to help them through this momentous milestone. Have Home Valuation Tools on Your Website Money matters can be one of the things preventing people from selling or buying a home or renting an apartment. To be helpful, let users know what their homes are worth or whether or not they can afford the option they like. Consider integrating a valuation tool and mortgage calculator into your website. You can display a calculator on the home page or embed a valuation tool into each page. Be Your Clients' Go-To Resource Even After Closing Just because the deal has closed doesn't mean your buyers or sellers will cease to need your expertise. Effective real estate agents retain their clients even after they've received their commission checks by continuing to be a resource for every real estate need. Offer your clients referrals to local vendors throughout the home buying or selling process to simplify their lives. And, continue to make introductions to contractors, designers, plumbers, etc. after your work is technically done in order to keep the lines of communication open long after your clients have their new keys in hand. To view the original article, visit the IXACT Contact blog.

4 Ways Agents Can Help Military Veterans Become Homeowners
When it comes to housing, our service men and women face several unique challenges, from finding a home from abroad to navigating the confusing world of VA mortgage loans. This Veterans Day, we want to help you serve those who serve us to achieve the pinnacle of the American Dream — homeownership. Here are a few tips to help you better serve this niche: 1. Use technology to work with relocating service members from afar Active members of the military often have to find housing before they physically relocate to an area. Tech tools like Zoom, FaceTime, virtual tours, and digital transaction management are key parts of your arsenal here. Thanks to the pandemic, nearly everyone has become familiar with long distance communication tools. To learn more and get tech recommendations, see What You Need to Know About Virtual Meetings. 2. Look for houses with good resale value One challenge military members face is something called a Permanent Change of Station (PCS). This means that service men and women are often uprooted on short notice and reassigned to a new base. Because of this, it's helpful that any home they own has strong resale value so it can be sold quickly in case of PCS. This is especially important if the current home needs to be sold before a new one can be purchased. 3. Get certified as a Military Relocation Professional As we mentioned, both veterans and active members of the military have unique housing needs. To help Realtors better understand these needs, NAR offers a Military Relocation Professional certification. Agents will learn how to help agents take full advantage of their military benefits when buying a home, become familiar with military culture and lingo, learn the basics of Veterans Affairs loans, and more. 4. Give back by volunteering or donating And, finally, even if you don't work in an area with many veterans or active military personnel, you can still make a difference! These organizations assist veterans — including the disabled, wounded, and homeless — in finding a home. Check out the links below for volunteer and donation opportunities: Final Salute Homes for Heroes Got Your 6 One last takeaway Veterans and active military members are often excellent clients. According to NAR's recent Veterans & Active Military Home Buyers and Sellers Profile, they typically buy houses at a younger age than civilians and buy houses that are larger and higher priced than the general population, too. And while our current real estate market may discourage civilian buyers from moving, the nature of military work means veterans are frequently relocating and needing a new home—regardless of what the market is doing. That's encouraging news for those who serve this niche. And last but certainly not least — don't forget to thank a veteran today! Happy selling!

5 'Golden Rules' of Excellent Real Estate Customer Service
"I'm never too busy for your referrals!" This popular tagline is front and center in countless real estate agent email signatures. Though I agree it doesn't hurt to remind clients to recommend you to their friends and family, referrals should be a natural outcome of providing excellent service and a job well done. When you provide a great customer experience, people can't help but boast about you! As a customer service manager, I analyze how I am treated during interactions with vendors (both in personal and professional settings) and use my experiences to motivate my own behavior and guidance on how customers should be treated. I draw from THE Golden Rule we are all taught as children: Treat others as you would like to be treated. The easiest way to learn how to provide great service is to act like a customer, an especially critical thing to remember when you're working in an industry where emotions and stakes are always running high. I recommend everyone in a customer-oriented position follow this practice. Become aware of what a great customer experience feels like and use that insight to identify what it takes to create that experience. I used my experiences to develop five "Golden Rules" that you can use to build a pipeline of lifelong customers. 1. Let empathy be your guide Having empathy means having the ability to put yourself in someone else's shoes and understand what that person is feeling. No matter the circumstances (first time buyer, investor, downsizer, re-locator), a real estate transaction is a big deal and it's always personal. Whether you have to deliver bad news or you feel like a client is being a pest, take a step back and put yourself in their shoes. Empathy not only helps you to relate to your clients, but feeling empathetic will also help guide your ability to communicate, problem solve, react and, at the very least, make the customer feel understood. 2. Be engaged and responsive Clients expect immediate follow-up. In real estate, you aren't treated like an organization with business hours — you will get calls and emails after hours and on weekends. The key isn't necessarily being available to answer emails at 1am (work/life balance is a great topic for another day). Instead, the key is reacting in a timely manner — and if you don't have all the answers, don't leave your customer hanging. Keep them updated and try to give accurate timeframes whenever possible. Make it a priority to follow through when you say you will. 3. Remember ABC: Always be communicative Good, clear communication is highly underrated in a high-speed world of "lol" and "omg." How you communicate and how well you communicate will leave a strong impression on a client. Taking time to construct a thoughtful, well-written email or calling instead of texting for more important discussions will give your client great comfort that they are in good hands. 4. Go the extra mile Give your clients a "wow" moment whenever possible – and keep in mind that wow moments don't have to be complicated. They can be as simple as providing additional information that was not requested. Think beyond the stated question and seek the implied follow up question — so when your client asks, "What are the HOAs at this condo?" don't just provide the HOAs for that one unit. Follow up with more information – maybe some comparable condos where HOAs are lower and ask questions about what amenities are important to them so you can guide their search. 5. Show your appreciation You are nothing without your customers, so be sure to show them how much you care. Make sure your clients feel appreciated for choosing to work with you. Many agents do this with a closing gift (already a great concept), but rather than going the generic route, choose something meaningful. A handwritten "thank you" note makes a great impression, too. To show true appreciation, let them know why you enjoyed working with them (i.e., were they patient, funny, knowledgeable, easy-going?). Also try sending them a note or give them a call to wish them a "Happy Anniversary" to celebrate the date they closed or moved in. There are countless ways to make people feel special, but these small acts of kindness can go a long way in building personal connections with your clients. Empathy may sound easy, but if you are having a bad day, it can be difficult to see someone else's perspective. It's easy to have a great idea for a closing gift, but it takes effort to make the purchase. It's easy to find out the HOA fees on that condo, but it takes enterprise to dig deeper. Real estate is all about relationships and the strongest relationships take effort. Providing great real estate customer service is an incredible way to build trust and loyalty. Apply these "Golden Rules" diligently to wow your clients and increase referral business. To view the original article, visit the Zurple blog.

22 Ideas for Showing Clients Your Appreciation
A thoughtful gift or act of service goes a long way. It not only inspires goodwill, but it puts you top of mind with your sphere. And gifts often beget gifts--whether that be in the form of recommendations, referrals, repeat business, or beyond. But what's an impactful way to show clients your appreciation? (Hint: It's not branded merch!) Jimmy Burgess, CEO of BHHS Beach Properties of Florida, shares 22 unique client appreciation ideas in the video above. Try a few to help establish and maintain warm relationships with your clients and community.

5 Do's of Superior Customer Service as an Agent
Being a real estate agent basically means you are an expert in both the real estate industry and customer service. If you want to take your customer service from good to outstanding though, focus on doing these five things. DO Be Prompt No one likes to be kept waiting, but when it comes to one of the biggest transactions of a person's life they like it even less. That's why it is so important as a real estate agent that you respond to any client or lead inquiries promptly, and always show up for appointments on time. That probably seems like a no-brainer when working with a client, but it can be tough to keep up with new leads in the same way. A real estate CRM can help you here. When you set up automated lead capture, your CRM can send you an immediate email and/or text alert every time a new lead comes into your database. This will help you to respond to them promptly, and that helps your odds of turning them into a client. DO Communicate Throughout the Process As we've said, buying or selling a home is a huge moment in most people's lives. They want to know that the agent they have trusted with it is on top of everything. The only real way to do that is to communicate with them at every stage of the process. It might be a bit time consuming to do, but it will be worth it when you have a happy client who wants to refer their friends and family to you in the future. DO Listen to Your Clients Letting your clients know what you are doing for them is very important, but so is actually listening to what they have to say. This can be for things as essential as what their neighborhood preference for buying or things as subtle as a sport their child plays. Both pieces of information can be vital to you having a successful working relationship with a client. A good way to ensure that you pay attention whenever you are on the phone with a client or prospect is to take notes. It helps you focus and also gives you information to draw from in the future. Then, you can enter these notes directly into your CRM's contact profile so you always have all the information you need right when you need it. DO Use Listing and Closing Activity Plans You have a lot of things to remember for a lot of different leads and clients at any given time. It is understandable that a few of those things could slip through the cracks or get muddled. A good real estate CRM can help prevent that from happening by providing you with Listing and Closing Activity Plans. These will provide you with a list of tasks that should be completed for any given transaction – and they are set for appropriate time intervals in the process. You'll never miss a step or confuse a listing again. DO Respect Technical Communication Preferences Every person you work with, or hope to work with, will have slightly different wants and needs when it comes to buying or selling their home. You know that and you work hard to accommodate those differences and make each transaction a personal one. The same should go with the means of communication you choose for every contact. Email may not be the preference of some people who are much older and perhaps looking to downsize. Phone calls might make first-time Millennial buyers uncomfortable. How do you solve this? Easy – you ask. Once you have asked how a contact prefers to communicate with you, make a note of it in your CRM. So when in doubt, all you have to do is check. Your contacts will be happier and your overall communication will be better. You've got the knowledge and talent, now take your customer service to another level and see your real estate business become even more successful. Give the five do's above a little more focus, and you'll see the payoff. To view the original article, visit the IXACT Contact blog.

A Guide to Making a Great First Impression with Your Real Estate Prospects
Buyers are on the hunt, which makes it a great time to sell quickly and for a good price. So at this crucial time, making the best first impression is most important. Here are a few ways that you can "strike while the iron is hot" and make a great first impression. 1. Show Up Looking Polished No, this does not mean wearing designer clothing, showing up in a luxury car, or even wearing the flashiest jewelry. Showing up and looking well put together, wearing attire that isn't wrinkled or stained, a fresh face, and having an overall presentable image are crucial. Many potential clients will judge your competence and professionalism (subconsciously or otherwise) based on your physical appearance. 2. Be Genuine, Authentic and Real According to a Forbes article, "approaching people with a genuine interest in who they are is often contagious and you will have better conversations and lasting connections when you are interested because they are interested." Genuine interest in getting to know everything about your prospects is vital. Remembering a birthday, general interests or even something very specific about your prospect makes a huge difference. A prospect is bound to become a long-term customer of yours if they see that your "pitch" as a real estate agent doesn't only revolve around making the sale. Keeping in touch with your leads is one of the best ways you can make a good first impression that will turn into a lasting impression. 3. Timeliness Is the Best Policy Being on time for meetings and appointments is, of course, mandatory, but there's more to that. Being a reliable real estate agent and completing your tasks in a timely fashion is also crucial. This will impact the impression you make with your prospects and future customers. Task management and organization will affect timeliness, but are difficult when you're on the go. A reliable mobile app will help you with just that. A mobile app will enable you to stay on task, plan, and complete your daily tasks within the designated time you had promised your contacts. Your prospects will see that you are able to keep your promises and will lean on you as their real estate agent of choice. 4. Your Attitude Speaks Volumes Forbes reports that "if you are in a depressed or anxious mood, others will pick up on this from your facial expressions, comments, and body language." Approaching your prospects in a certain way will create an impression either positive or negative. This will impact their decision to keep you as their real estate agent. Attitude can translate not only through physical contact, but also through a phone call, email or any sort of interaction. Ensuring your body language communicates positive messages is crucial. A firm handshake, a bright smile and even maintaining eye contact could sometimes make or break the "sale." The same goes for any email or phone interaction you have with a prospect or client. Consider this: smiles can often be heard through the phone or even via email! 5. Put Yourself in Their Place and Over-Prepare You may have leads who are first-time home buyers—like, for instance, a young Millennial or Gen Z couple looking for their first home. Considering a scenario like this, you want to make sure you make a good first impression by putting yourself in their place. This could mean preparing for any objections or concerns they may have that could tarnish their first-time home buying process. Guess what? Over-preparing could impact their decision in the future to refer you to their friends/family who wish to purchase a home. Preparing ahead of time even includes reviewing any of your prospects' details such as their mortgage information, buying preferences, communication history and any family information they might have shared with you. This also ties into our second point about being genuine and real with your customers and prospects. Knowing your contacts' important details is one of the best ways to prepare and put yourself in their shoes, leading to a great last first impression. Summary Your first impression with your prospects is crucial. Whether it is your demeanor, attire, punctuality or ability to complete tasks in a timely manner or preparedness for a meeting with your prospects, everything will be evaluated. What may be insignificant could play an important factor in your ability to acquire prospects as your long-term customers. Make sure you follow our guide and you will not regret it! To view the original article, visit the IXACT Contact blog.

How Your Website Can Be a Resource
How much value does your real estate website add to your practice? Everyone knows "you have to have a website." And for real estate agents and brokerages, that's even more true. Some of the most successful real estate professionals, in the United States and throughout the world, generate a substantial portion of their leads through their own site — as much as 50%. These days, future customers are far more likely to hear of you online than through an in-person event or non-digital advertising. That's because Millennials and the fast-emerging Gen Z homebuyers almost universally start their search for a new home online. Understandably, most real estate experts aren't masters of real estate website design. They tend to launch a basic website and then hope for the best. There are lots of DIY website builders out there and cut-rate services that promise something "good enough." Unfortunately, this can undermine your efforts to develop a branded, high-impact website that makes a difference. How Your Website Can Serve as a Resource for Current and Future Customers Your website acts as your digital "first impression." When someone is thinking about entering the housing market, they will usually spend a lot of time looking at properties before they ever consider reaching out to a real estate agent. They might start seeking inspiration on sites like Pinterest or Instagram before they begin looking at live listings. Once their interest is piqued, only then do they look for a local real estate professional to help them. But in the process, they usually check out a half-dozen local agents and brokerages — or even more. So, your website needs to achieve two things right off the bat: It must be visually compelling, inviting, and easy to navigate It must provide meaningful value before they schedule a call That value comes in the form of custom content. "Content" is anything helpful and informative you post on your site to help visitors make an informed decision. In other words, it answers a question or solves a problem they have. Blogs are the backbone of most content, but video is increasingly popular. Content is especially helpful because it can inspire your guests to join your email marketing list and get future updates they may find useful. It raises your visibility in online search and improves results you get from search engine optimization. However, it's not the only way to make your website work harder. When you focus on turning your website into a resource, you are putting what you have to offer on the table from the very beginning. People will see the difference between you and other real estate agents, and begin to regard you as a trusted expert — so you're far more likely to be chosen in the end. Let's look at some of the other ways you can build your website into a resource for customers: Integrate Your Listings within Your WebsiteThe MLS does an incredible job keeping listings organized and searchable. However, you can also use this marvel of modern technology right within your own website, helping visitors zero in on the best local properties that might meet their needs while maintaining your own branding throughout. Provide Neighborhood-Level Local InsightYour local savvy is one of the most important things setting you apart from your peers. Make it count by showing people not only the homes they might buy, but the community they'll be joining. Highlight the best amenities and small businesses – other business owners may even send you referrals. Answer Common Questions ClearlyMany first-time buyers and sellers will have very little existing knowledge about the process. Look for the best ways to answer their common questions simply. That may mean a library of blogs or videos, a centralized Frequently Asked Questions page or a chatbot that they can pose questions to. Make It Easy to Contact YouAfter you start working with a client, it's crucial to set appropriate boundaries — no answering the phone at two in the morning. On a first call, however, seconds count. Be sure your website is set up to send you a text alert if someone sends you an email or message so you can respond right away. Introduce YourselfOne of the most vital things you can do on your website is start building a relationship. The best way to begin is with a video introduction to yourself. What do you do and for whom? What attracted you to real estate and what makes you different? Video is the next best thing to being there. The best real estate websites operate as a "one-stop-shop" for everything potential customers might need — before they even reach out for the first time. Try DeltaNET 6 free for 30 days to learn more or get started with your own website. To view the original article, visit the Delta Media Group blog.

3 Ways to Give Back as a Realtor
The very essence of being a good REALTOR starts by being a good neighbor. Anyone who is new to the industry can see the notion of giving back does not stop when becoming an agent. As the adage goes, "one voice, one vision" and more channels to do good. There are many ways to participate in community-driven efforts. The following provides three suggestions on ways to do so, and additional ideas around how you can be a part of driving positive impact. REALTORS® Relief Foundation Established immediately after the September 11th attacks in 2001, the REALTORS® Relief Foundation (RRF) is a charitable organization dedicated to providing housing-related assistance to victims of disasters. RRF helps restore and rebuild communities affected by wildfires, hurricanes, earthquakes, floods, and tornadoes, thanks to the generosity of individual REALTORS®, REALTOR® associations, and affiliated organizations. The REALTORS® Relief Foundation is supported by companies throughout the industry and individuals. It is a wonderful way to give back and participate in a proven platform that assists those in need. To learn more about additional information about the work and impact of the RRF, check out this article in The Washington Post. The Beverly Carter Foundation A 501(c)(3) approved non-profit foundation founded by Carl Cater, The Beverly Carter Foundation drives awareness of agent safety after the murder of Carter's mother during a routine showing in 2014. Their mission is "dedicated to the ideal that every agent goes home safe every day by providing scientifically based research, information, consulting, training, and support at little to no charge to every MLS, association, brokerage, and agent." You can give back by donating or volunteering with this foundation through their website or initiatives. Participate in Your Association's Non-profit or Community Initiatives A great way to give back is to get involved with your own team and community efforts! Many associations engage through events with their very own non-profit arm or partner with a local organization. We encourage you to reach out to your association to find out how you can learn about opportunities to support local efforts. To view the original article, visit the SentriLock blog.

Is Your Business People-centric?
No matter what technology you incorporate into your real estate practice, one thing is for sure: It's all about people. Technology doesn't replace the human touch -- it gives you more time and opportunities to make the connections that are so important to your success. At Delta Media Group, we're going into the new year with a commitment to put people first. Now is the perfect time for brokers and real estate agents to think about the best ways to place customers at the center of their practice. The idea of the "customer-obsessed" business has become a cliché in recent years, but nowhere is it more relevant than real estate. Why Customer Experience Matters for Real Estate More than Virtually Any Other Industry In today's modern market, there are no industries out there where customers simply don't matter. But the world of real estate is very different from the norm. Real estate professionals rely on achieving a level of customer experience excellence above and beyond other sectors of the economy. Customer experience encompasses every interaction a person has with a brand, no matter big or small. Each one of those interactions will influence the customer's brand sentiment, adding up to a picture of what they think of you and what you can do. It doesn't matter how you market yourself or sell your services if those brand messages are out of harmony with what a customer has directly experienced with you. In real estate, this effect becomes more pronounced because it affects your entire future. Most people will be in the real estate market only every 5-8 years. Customer experience is the defining factor that determines whether they will come back to you, enhancing their lifetime value. Even more crucial, it can mean the difference in hundreds of thousands of dollars in potential referral business. As real estate businesses mature, it is important to go from "chasing leads" to earning referrals. A healthy real estate business will have a strong mix of referral clients and new leads attracted to their digital properties through inbound marketing. There'll be very little "chasing" involved! By putting people at the center of your business, you make it far more likely that they will stick with you over the dozens of competitors they might otherwise choose. Making a good impression on someone can transform your bottom line, even if you never work directly with that person again. If you are part of a team, being people-centric has other aspects you should be aware of. It means giving those around you the resources and opportunities to thrive. Paradoxically, it also means recognizing that people have limits, individual weaknesses, and significant priorities outside of work — and showing some grace to the whole, human person you work with. This is essential to stave off burnout as we enter the third year of a global pandemic! The Biggest Ways to Put People First in 2022 Cultivate Empathy Empathy is the ability to put ourselves in others' shoes. While it comes to some people naturally, it can also be developed over time. Real estate pros show empathy when they maintain a genuine interest in their clients, those clients' needs, and the best way to realize their goals in a transaction. Have a Unique Plan for Each Client Once you've asked open-ended questions and put clients at ease, it's critical to take action on all of that information. That means having a unique plan for each person, focusing on their budget, location, and amenities. Never take a "one size fits all" approach with any client, even if you have a narrow niche. Communicate Progress No matter whether your client is buying or selling, communication is the key to gaining and maintaining their trust. Be sure to clarify with clients what is happening now and what the next steps will be. Should any roadblocks develop, be candid and take an action-based approach that helps them feel in control. Believe in Continuous Improvement In real estate, there is always something new to learn. Every client provides a fresh opportunity to discover more about the human condition. Once closing day arrives, it's a wise idea to look back on your customer interactions to find room for improvement – and don't forget to ask for feedback! Cut Busywork Out of the Equation Most real estate agents are energized by spending time with people. They don't want to lose more hours than necessary behind a desk perfecting social media posts or emails. With the right software, you'll greatly reduce the time you spend on marketing collateral while still getting great results. Real estate technology makes it easier to bring your whole self to the work you do. RE Technology readers can try DeltaNET 6 free for 30 days. To view the original article, visit the Delta Media Group blog.

8 Things Sellers Should Expect from You as Their Listing Agent
Jeff Dowler, a real estate agent San Diego, provides insight as to what seller clients are expecting from you as their agent and how you can successfully assist them through the transaction process. Here's Jeff: While we may not always know all the expectations sellers may have -- and that's something to have a conversation about if they don't share their expectations with you -- there are certain things sellers deserve. Representation You are being hired to represent the homeowner and to act with "a fiduciary duty of utmost care, integrity, honesty and loyalty in dealings with the Seller" (from the California Agency document; yours might be different). Sound simple? Perhaps in theory, but sometimes in practice it might not be—but don't forget where your loyalty lies. And your interests? They should never come before those of the seller. Reliable and Accurate Information about the Local Housing Market Sellers may think they know all about the local market conditions and what this means, but they don't. We should, of course, provide detailed, reliable and accurate information about the market as well as explain what this means for their situation so they understand the impact on potential time on the market, pricing, competition and so on. They may have read certain things about what is happening in the market, but likely won't understand the implications for their list price and the market's possible reaction. And of course seller expectations about price gleaned from their own research, Zillow, neighbors or well-meaning friends need to be confronted and addressed since they are commonly way off base. The Truth, Not Only What They Want or Hope to Hear Sellers might not like it, but they deserve to know the truth about the market, their house, the value of their property, the condition, and related matters. They expect results, not promises to get a price that is not realistic or is just a way of snaring the listing. And they may need honest guidance on how to best prepare the home for the market, or perhaps a staging consultation from another professional. And once the listing is live and there are no offers or feedback is not favorable, sellers may need a reality check. This all goes hand in hand with representation and performing your role appropriately. It's not always easy, since some sellers just don't want to hear the truth, or believe it. That may impact a decision you have to make about the listing and the relationship. Marketing Plan There are many strategies to marketing a property successfully and a reasonable expectation of a seller is to understand, in a detailed manner, what you are going to do to accomplish the goal of selling the home at the best price and in the shortest time. Photos and Videos The bulk of home buyers are looking online at listings and their expectation is plenty of photos, inside and out. Our job is to deliver that. Top quality photos are essential these days to showcase a home and its best features, and attract the attention of buyers so they want to come see the listing. If you include videos, they should, of course, be well done, too. We all know we are marketing a lifestyle, including the neighborhood, not just the seller's house and they should be aware of all that we are doing on their behalf. Communication It goes without saying that clear, honest and regular communication with the seller is essential. No doubt the seller has preferences about the form of communication they prefer—text, phone, voice mail, snail mail, email, Facetime—just as you do, and it makes sense to have a discussion around this. Lack of communication is one of the biggest complaints sellers have about listing agents, and you certainly don't want to be "one of those" agents they talk about at the dinner table or with friends as they bemoan the fact they hired you or wonder why they never hear from you! Enthusiasm and Interest I imagine most sellers want to feel their listing agent is truly interested in their needs and goals, is listening carefully to them, and is excited about marketing their house. If you come across as a ho hum agent they might interpret that to also mean ho hum marketing and lack of real interest in helping them. Thanks, but we're not interested, might be their response. Negotiating the Best Offer We all know it's NOT just about price, but terms and conditions as well; sellers may not realize that. First of all, they need guidance on what to consider when evaluating an offer, with perhaps even more assistance if there are multiple offers. What should they do when the first offer comes in when they are not happy about it? Should they counter or not? Of course, all this is ultimately their decision, but some discussion so they understand their options, and the implications of different decisions, is in order. Some negotiations may be fairly simple, while others can be complicated and lengthy. The end goal is to find a win-win situation; we can hopefully help sellers not get bogged down in minuscule issues that can derail the process, keep focused on the larger goal, avoid emotional decisions if possible, and to decide when it might be time to say no. And as a bonus, throughout the process there is the customer service – how we do things, when, anticipating issues, taking care of the little things, and more. For more from Jeff, visit activerain.com/blogs/jdowler or visit his website jeffdowler.com. To view the original article, visit the Zurple blog.

How to Accentuate the Positive in Your Real Estate Career
Achieving what you dream of in real estate takes more than believing you can do it. But if you believe you can't do it, you might well never reach your goals. No matter what your background, your unique perspective can help you succeed in real estate. And given the diversity of interactions and skills you'll need to practice, it's not unusual to find some aspects of real estate fit you better than others. Of course, you want to build your skills and address your weak points over time. It's also important to remember that few people achieve rock star status overnight. That means being ready for plenty of learning experiences and relatively few "mastery" experiences. Understanding that can be intimidating, especially when it seems like you are doing all that learning in the public eye, in the highly visible position of marketing yourself as a local real estate expert. When it seems like too much to handle, that's when it's time to look at what you're telling yourself: "Maybe I'm not cut out to be a real estate agent." "If I try this approach, I'll just embarrass myself." "I don't know how I'm going to close this deal." Negative thoughts like these will change your center of gravity. Instead of looking for all the useful and effective things you can do out in your world, they will run you in circles. And while hyping yourself up with positivity you don't believe generally won't help, neither will dwelling on these thoughts. They have nothing new to tell you – and they won't help move you forward, either. At the end of a year, real estate agents need to be particularly alert to what narrative their thoughts are spinning. If you had goals for the last 12 months that didn't pan out the way you wished, you could get knocked off track by that thought – or recognize that January 1 is a new day and keep pursuing them. The key is getting out of your own head. Let's explore how to do it. Motivation Means Focusing on What You Want, Not What You Don't Want Each of us only has so much time, energy, and focus in a day. Negative thoughts are tiring and disempowering. But what, exactly, do you replace them with? In effect, you need to focus your attention on what you want. This can take some imagination. The key skill of staying motivated is to direct your thoughts from what you don't want to what you do any time you find yourself worrying, complaining, or criticizing your own performance. That can be tricky, and it takes practice. So, set up your environment to be conducive to it. Here are some ways to do that: Make Plenty of Time for Yourself to Recharge The first year of a real estate agent's career can be hectic, and it's not unusual to lose sight of what a healthy set of work hours looks like. As time goes on, you define repeatable processes and win back time using technology. But you can – and should – start that process at any moment. Set boundaries so you aren't answering client questions at 2 a.m., and be sure you are getting full weekends off! Foster Human Connections Every Week Scheduling real face-time is getting harder, both in business and among the people you care about. If you're working from home, it's extra important to make sure you aren't isolated. Networking groups can be a big help here, especially if the members share a compatible vision. If you're at the right stage, also consider how you might delegate more tasks by bringing on a virtual assistant or another staff member. Understand What Keeps You Inspired "Inspiration" can seem like something that's hard to gauge or define, but it can be simple. It's a positive emotional experience that makes you feel the power and potential of your ideas. You don't have to wait for inspiration to strike on its own: You can think about what inspires you and get a burst of energy by listening to podcasts, watching videos, or partaking in any other content that aligns with those desires. Define Your Deeper Mission Many of the most successful and long-lasting businesses are defined by a mission with values that go beyond making money. This works especially well for real estate professionals. In everything you do, you are helping someone reach one of their biggest goals in life. So give yourself credit for all the ways you make a positive difference in the lives of others, and it will help you get through the tough days. Three Big Excuses You Can Get Rid of Right Now to Achieve More in Your Business Sometimes, getting stuck in your own head comes from certain habits of thought. These habits arise from preconceptions about how much you need to know and what you need to do to be a valuable partner to your customers. They are particularly challenging for perfectionists. Even the best real estate expert doesn't know everything, and everyone makes mistakes. "What if?" thoughts are especially burdensome. They always represent a place where your knowledge is necessarily imperfect. There's really no way to answer a "what if?" in advance, and trying to is a waste of energy – you have to get out there and work through it as it happens. Those are learning moments. Here are some examples of excuses you can drop in order to do more: "What if I don't know the answers to customers' questions?"One of the biggest pieces of the puzzle when it comes to a real estate agent's brand is their knowledge of the local area and communities. But no matter how hard you work, you will still get questions you don't know the answer to – including those you never thought of before. Learn to take those in stride, get the information, and follow up promptly. Everyone does it, even the biggest successes out there. "That [method, software, whatever] won't work for my people." Many new real estate agents shy away from things like email marketing, social media, and even basics like following up because they believe the people they know are (or aren't) a certain way. But all of these techniques have been used effectively by thousands of real estate agents. They exist because, on average, they do work. Trust in the process, and you will find yourself moving forward. It's that simple. "I don't want to put myself out there like that." Unfortunately, Google and antiquated rules about what constitutes "public information" have already put just about everything there is to know a few clicks away – address, age, and much more. If this feels like a nightmare to you, you're not alone. But you still have plenty of control over what you post on social media. If you don't want to share what you had for breakfast, you don't have to. The good thing about being in your head is that you can get out whenever you wish. After all, you can only do one thing at a time, and that includes thinking. Commit to focusing your attention where you want it to be. That will influence your day-to-day, then your strategy, and ultimately your career. Get a positive start on your goals with a free 30-day trial of DeltaNET 6. To view the original article, visit the Delta Media Group blog.

5 Tech Tricks for Better Real Estate Customer Service
Real estate agents should always be focused on how to better serve their clients and prospects--but I'm sure we don't have to tell you that! What we can share with you, however, are the tech-based tips and tricks that will ensure you offer your customers the best service in your market. Here are five ways to do just that: 1. Collaborate during the home search If you're working with buyers, it's likely they started browsing homes online before contacting you. Fortunately, many property search platforms and mobile apps now offer collaborative search options where the buyer can share listings, messages and favorite properties with a partner or spouse, and their agent. By joining your client on the property search app, you can streamline communication and quickly share listings that may interest them all in one place. Want to move your buyers' search to your property app of choice or your website? Consider demonstrating the benefits of searching on your app or website during the buyer presentation. Pull up the app on your device and show--don't just tell--the capabilities that app offers, be it collaboration, accurate housing data, or the ability to snap a photo of a home and instantly pull up its information. Bonus tip: If you have access to the analytics of the property app or website your buyers search on, use the details of their search history to suggest better properties to them. For example, if you notice they're primarily searching in one neighborhood or looking at homes with a specific feature like an in-ground pool, send them listings that match that criteria. 2. Introduce technology early, but gently Speaking of client presentations, use the buyer's or listing presentation to introduce them to the technology you use during the sales process. This lets them know what to expect and lets them get comfortable from the start. However, rather than focusing on the tech, concentrate on building a rapport with that potential client and explaining the transaction process. During that conversation, you can talk about the tools you use to make everything run smoothly. Once you've wowed the consumer with your presentation, get them to sign the listing or buyer's agreement on the transaction management platform of your choice. This is a gentle introduction to the technology, and on platforms like dotloop, they'll then be prompted to create a free account so they easily keep track of future documents. It's a quick and painless way to onboard them. Bonus tip: If your clients are particularly hesitant to sign documents digitally, consider letting them sign their name using their finger or a stylus. Being able to draw their own signature may feel more natural and comfortable to some people than signing with the generic fonts that platforms default to. To do this, look for an option that says, "Draw Signature" or something similar. In dotloop, this option is available in the bottom left of the "Adopt your signature" window that pops up during the first instance of signing. 3. Expedite offers We don't have to tell you that this is a crazy market, and it's not unusual to see homes sold within days of that listing going live. That means buyers and their agents have to be extra proactive in order to secure a home. Technology to the rescue! Gone are the days of thoughtfully considering a home, a prolonged back-and-forth between the listing and buyer's agents, and printing out and signing offer forms. Today, agents need to put in an offer ASAP. With digital transaction technology like dotloop, agents can write an offer, have their clients sign it, and submit it to the listing agent—all within 10 minutes. 4. Streamline all steps of the transaction You may be an old pro when it comes to handling real estate transactions, but for most consumers, a property transaction happens only a few times during their lives. Keep it simple for them by requiring them to log in to as few apps as possible. The best way to do this is to centralize the transaction experience in one place, preferably your transaction management system. From there, your clients can log in, see all the documents they've signed, get notified of which documents they still need to sign, and more. Depending on the platform you use, you can also centralize all communications in one place. Dotloop, for example, features text messaging capabilities in their mobile app. Agents can use it to send documents for signing via text, and clients can then sign right from their phone, and all parties can get important notifications sent right to their mobile device to expedite the transaction. If your transaction platform integrates with other apps, you'll also be able to initiate and manage things like escrow and the notarization of documents from one place. Dotloop, for example, integrates with Earnnest and Notarize to streamline these processes. 5. Keep the relationship going after the sale Staying in touch with clients after the transaction is the best way to encourage referrals and repeat business. Use your CRM or lead management tool to periodically reach out to past clients and stay top of mind. You can set your CRM to remind you to reach out periodically with a phone call or text, or you can automate outreach with drip email campaigns or happy birthday messages. One of our favorite outreach methods is the "house-aversary" message, sent annually on the anniversary of the home sale. If your CRM integrates with your transaction platform, you can set up the date of sale to automatically be imported from the transaction platform and trigger a message on that date in the CRM. Dotloop users can even trigger a video message to be sent via dotloop's BombBomb integration. We particularly like the idea of sending your clients a snapshot of their home's current market value in this message. It's an opportunity to remind your former clients of the value of the home they've invested in—and of the value of your services. To learn about more ways dotloop can improve the client experience, visit dotloop.com.

How to Calm Frazzled Buyers and Sellers Amidst the Delta Variant
In this edition of "Ask the Industry," we ask real estate professionals their thoughts about timely topics related to the real estate industry. Today's post features: Katie Lance, CEO and Founder at Katie Lance Consulting Stephanie Vitacco, Broker and Realtor with Keller Williams Realty Inc. Ali Sherbach, Agent with Sherbach Team with Compass With the Delta variant renewing fears about the pandemic and forcing some companies to delay plans to bring workers back, what is your advice for agents to help calm buyers and sellers who may be reluctant to wade into the market at this time? Being mindful and respectful of different comfort levels is of the utmost importance Ali Sherbach, Agent, Sherbach Team with Compass, Brooklyn, NY "I think the best way to calm anyone feeling a bit frazzled is to ask lots of questions so you can get to the source of their anxiety. For sellers, if their fear is being exposed to the Delta variant, ask if it would be helpful if we had a strict protocol in place for showing their home.That could mean requiring proof of vaccination, masks being worn during appointments, showing the home by appointment only, or even having a virtual tour be the first step before an in person showing. For buyers, if their fear is job loss should we need to quarantine again, ask if it would be helpful if they had a mortgage contingency in their offer. Meaning if their mortgage fell through because they were no longer employed, they would be able to walk away from the purchase without penalty. Being mindful and respectful of everyone's level of comfort is of the utmost importance right now. And as real estate agents, we all need to remember that our level of comfort may be different from our clients', so we need to make sure we fully understand what makes them feel as safe as possible and act accordingly." Utilize social media to host virtual open houses Katie Lance, CEO and Founder, Katie Lance Consulting, Pleasanton, CA "I think it's important for real estate agents and brokers to meet buyers and sellers where they are and understand that everyone has a different level of comfort when it comes to the variants. I highly recommend agents and brokers become familiar with how to host virtual open houses for their sellers. Offer this as an option to help control the number of people through a home. Also, virtual open houses can help to generate great quality leads who are genuinely interested and qualified. Second, for buyers – if you are representing a buyer – I recommend you get familiar with some of the tools available to preview homes for your clients. One of the easiest ways to do this is through Facebook Live – but you can set your settings to just go live to you and your client. One reason to do this versus a traditional video is that video files can be massive and tough to send back and forth to your clients. A Facebook Live is quick and it's a recorded video that they can refer back to." Buyers and sellers will weather the storm Stephanie Vitacco, CEO of Team Vitacco and Realtor, Keller Williams Realty Inc., Los Angeles, CA "On the buying side, if a buyer is concerned or frazzled about getting into the market, it is important to know that interest rates are at a historically low point. If you are planning on being in a property for five to seven years, you will weather any storm. Buying is also much better than paying rent. If you take the amount of rent you pay over five to seven years and then compare it against what that would look like if you purchased — it usually always makes sense. On the selling side, there really are not a lot of frazzled sellers because it is such a strong market." To view the original article, visit the Homesnap blog.

8 Strategies for Dealing with Difficult Clients
Have you ever been exasperated by a difficult client or conversation? In the real estate business, the different personalities that you meet and work with on a day-to-day basis can be varied and some can be challenging. From start to finish, there are so many personalities and so many levels of experience in the clients, that it's normal to come across difficult conversations. Interpersonal skills and emotional intelligence are abilities that real estate agents need to master. Take courage – you can remain calm, professional and make your way through skillfully to overcome challenges and defuse conflict. 8 Strategies to Generate Positive Responses – These Steps Work! 1. Listen carefully and actively Don't talk or interrupt them. Many times, your client just wants to be heard and understood. It helps if you rephrase back to them what they said to confirm you heard and understood them correctly. 2. Take a deep breath and pause Don't react. Take a moment to gather your thoughts and emotions before you respond. Breathing slowly can help you reduce stress and anxiety and arrive at clarity. 3. Never get defensive or argue with your clients that they are wrong You may be doing this to validate your point. But when people feel they are right, and statistics and graphs haven't made a difference, reacting emotionally in turn puts you in a no-win position. Instead, be polite and communicate back to them what you heard them say. See if there is a next step you can take to slowly help them to see your point. 4. Proactively resolve the scenarios most-known to cause headaches and heartaches For example, pre-qualify buyers and sellers before working with them. And make sure you have the consent of all parties involved. For example, the wife says, "Put properties together for us to see," but it is the husband who is the primary decision-maker. Avoid conflict by ensuring all parties are in agreement of the expectations. 5. Set boundaries When clients know that you will be available to them 24 hours a day, they will reach out to you 24/7 expecting an answer. When you come from a state of fear that you may lose that client if you don't answer their text at midnight or at 5 AM, you put your health and well-being at risk. Communicate your availability and set expectations early in the process. You can further send reminders with your voice message and through automatic text replies. Time-block your day and schedule callbacks and answers to texts. Be responsible about answering at the times you said you'd be available so that you will be considered trustworthy and reliable. Value yourself, and others will value you also. 6. Build confidence in yourself and value your emotional well-being When you have confidence in yourself, there is no need to accept toxic clients or clients with personalities who don't fit yours. Thank them for the opportunity to meet with them, be willing to walk away and physically get ready to leave. Sometimes, this one step allows the client to reconsider their behavior. Your confidence and willingness to walk away can yield positive results. Treat them with respect and honor yourself. When you are willing to let go of difficult clients, good things can happen. Confidence in yourself and your abilities is essential to ongoing success. This works even when you are a new real estate agent! 7. Always be honest When it comes down to it, we are all human beings. Live your life and treat others as you want to be treated. When training for real estate, there are many sales skills that are taught on how to be effective and close the deal. Almost every seller or buyer I have spoken with said that even if a real estate agent was new, they went with someone they liked and trusted. Trust is built on honesty. 8. Let go When a particular transaction does not go your way, chalk it up to experience. Lesson learned. Just keep moving forward and don't hold on to the pain or anger it may have caused. One day, when you look back at your life, you will have found in the experience a golden nugget of truth. 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.

Making You LQQK GOOD with Your Clients: Simplified Flood Insurance Resources
We know that flood insurance is confusing, complex, and can limit options when working with a home buyer. We've simplified the topic, allowing you to be more knowledgeable, confident, and comfortable in framing the discussion—one that is increasingly important in the current market. The seven articles below will make you LQQK GOOD with your clients, drive transparency and greater profits. And best of all, these articles will provide you with everything you need to navigate the upcoming changes to the National Flood Insurance Program, starting October 1. Integrating 'The Flood Discussion' into Your Real Estate Practice English | Spanish Why is flood insurance so $#@% confusing? We break down the facts English | Spanish The Big Lie: 'The House Is Not in a Flood Zone' English | Spanish What's This I Hear About Rising Flood Insurance Rates? English | Spanish FEMA Implementing NFIP Risk Rating 2.0 English | Spanish Changes Coming to NFIP Rates + 2021 Hurricane Season Project English | Spanish Scripting out messages for your clients regarding Flood Insurance English | Spanish And, if you are interested in learning more, access our free eBook: Everything You Always Wanted To Know About Flood Insurance* (*But Were Afraid To Ask) Or, Join our weekly, free REALTOR® training on Tuesdays at noon EDT. Sign Up Here. Note: Tuesday, May 25 training in Spanish. Sign Up Here (Spanish) CartoFront is a technology services company that is simplifying flood insurance for REALTORS®, their clients, and insurance agents.

Top 8 Things to Make You the Realtor of Choice for Sellers and Buyers
What makes a consumer choose you as their real estate agent when there are literally thousands of options? Is it because you work for a large international firm or have your name plastered on every bus stop? The real reason is that you are the one who can provide the most benefit to both the seller and the buyer on their real estate journey. With over 5 million homes selling annually, what is it that makes you the Realtor of choice? Here are the top eight things that make you stand out. Do you have all these qualities?

Integrating 'The Flood Discussion' into Your Real Estate Practice
Recent studies indicate that 41 million homes across the US are at risk of flooding -- a number significantly higher than is indicated by FEMA flood maps. This new data highlights a nationwide cause for concern for homeowners, including many in areas previously thought to be at low risk. In South Florida, as many as 1 in 3 residential properties are in danger of sustaining flood damage. Leading Realtors are getting ahead of the curve by integrating "The Flood Discussion" into their real estate practice. Here are five takeaways to integrate flood into your work with your customers, to make you the most knowledgeable, confident, and profitable Realtor in your market. 1. On the Buyer Side, include flood as a housing criteria We are used to setting criteria based on location, pricing, number of bedrooms, etc. Flooding, for example, has historically been an afterthought. With a 30-year investment — typically the biggest investment of our customer's life — it's critical to put flooding on the list of criteria, especially with the frequency of storms all across the country. Note: while flood has historically been a 'coastal' issue, flooding is occurring more frequently across the interior of the US. 2. On the Seller Side, do your research on the listing property More and more, the question of flooding and impact of weather is going to come up regarding the listing. So get out in front and ask your owners the 'tough questions' about the history of flooding and other climate-related issues. It will be better to know the facts, so you can present them professionally, accurately, and appropriately in the marketing of the property. 3. Understand the 'total cost of flood ownership' As we evaluate properties with the customer — listing price, taxes, utilities, homeowners insurance — it's important to integrate new terms like Flood Zone, Flood Risk and Flood Insurance. Note: It's important to remember that flood insurance is NOT included in homeowners insurance, and it is a separate insurance policy. Yes, no one likes to add costs. Yet, given that one storm can cause $$$$$ of damage in the blink of an eye, it's critical to evaluate a property's risk profile with your customer's risk tolerance. Across much of South Florida and the United States, home buyers can secure 'peace of mind' flood insurance for reasonable rates. 4. Investigate the two flood insurance options: NFIP and Private Insurance Most Americans are aware of NFIP — which stands for National Flood Insurance Program, managed by FEMA. Based on a flood mapping system, NFIP has standard coverage limits of $250,000 for buildings and $100,000 for personal property based on the flood zone where the property is located. In the South Florida market, for example, more than 30 private insurance companies have begun to offer flood insurance over the last several years. Private insurance companies generally price flood insurance based on a property's latitude and longitude coordinates, as well as over 200 data points to calculate the exact price-risk profile per property. To better understand these differences and the options available for a property, consider getting one NFIP and one Private Flood Insurance Quote. 5. From Contract-to-Close, engage a licensed flood insurance expert Let's be honest, Flood Insurance is confusing and is best left to the experts who practice it each and every day. Most importantly, engaging a licensed flood insurance professional separates any potential issue of Errors and Omissions from the REALTOR® and their customer's real estate transaction. Acadian Insurance offers a free consultation for all Miami REALTORS® and their customers. In 15 minutes, the Acadian Team can provide you with all the knowledge you and your customers need to make smart, informed, confident decisions. If you are interested in learning more, access our free eBook: Everything You Always Wanted To Know About Flood Insurance* (*But Were Afraid To Ask) CartoFront is a technology services company that is simplifying flood insurance for REALTORS(R), their clients, and insurance agents. If you are interested in learning how you can bring CartoFront to your MLS for free, please contact [email protected]

Building Blocks: The Psychology Behind Real Estate
The latest installment of the "Building Block" series is focused on the foundational elements of building a successful real estate business. Today we're taking a closer look at the psychology behind real estate. While keen business skills and sharp negotiating tactics are critical to long term success in real estate, there are instances of the home selling/buying process that require an agent to tap into softer skills to best serve their clients. For example, homeowners may be faced with tremendous hardship, forcing the sale of a home and putting a client in an uncomfortable and vulnerable position. Whether it's divorce, death, or foreclosure, agents must be prepared to approach these clients with great care, patience and empathy to deliver the customer service these individuals require.

5 Ways to Show Your Real Estate Clients Love
Love is in the air. We aren't talking about romantic love, but just love in general -- an appreciation for those who have brought you success. You certainly didn't do this alone. Valentine's Day is a time to celebrate your loved ones, regardless if it is romantic or platonic. As for your clients, here are five ideas to show them love this Valentine's Day:

The Top Producers' Road Map to Delivering Great Experiences for Buyers and Sellers
High-performing real estate professionals leverage their time with an efficient and focused approach. Instead of trying to manage all aspects on the buying/selling continuum, they focus on the most critical moment of truth in the real estate cycle: the client experience. Top producers understand that providing stellar customer service is where the magic happens – and that the customer experience is what establishes their reputation. While top producers can't control everything in the buying/selling journey – so much is out of the agents' control – they can own and greatly influence this part of the continuum. They do so by devoting sufficient time and effort to each client's buying/selling experience and guiding them through the three stages of the journey: the awareness stage, the consideration stage, and the decision stage.

5 Ways to Help Clients Adopt and Adapt to Your Technology
Agents' dependence on new technology during the pandemic has keenly sharpened their abilities to work remotely. Your clients have been adopting new technology, too. But for some clients, adopting new tech tools can be challenging. How can you assist your clients' transition into using new technology? More than 60 percent of all agents in North America have access to Tech Helpline analysts to walk them through technology challenges. During the pandemic, you can be the tech consultant for your clients, walking them through the tech tools you prefer them to use while you work with them. Here are four ways agents can help clients use your preferred tech: 1. Focus on the WIFM, not the features One of the fastest ways to overcome resistance to using technology is to answer the question, "What's in it for me?" or WIFM. Clients will take action when they understand how a new tech tool can directly benefit them. By focusing on the direct benefits of the latest technology—instead of trying to impress them with a litany of features—it's much easier to persuade someone to give it a try. And when a client experiences the benefit, as long as it provides an advantage to the alternative—or replaces something that can't be done during a pandemic—they will more readily embrace using the new tech tool. 2. Train and explain During the pandemic, agents have many more hats to wear. You can add being a trainer and explainer of the new tech tools you need your clients to use. From transaction management programs like Form Simplicity with e-signing features to video call software like Zoom, you can help your clients embrace these tools. Adopt as part of your client onboarding process, providing training to help your clients. This can be as simple as providing online links to basic "how to use" introductory videos for each tech tool. Or set a time to walk your clients through all the technology they can use for a smoother, more satisfying transaction. By taking the extra time to train and explain, you can help to manage clients' expectations and solidify their understanding of how—and why—these new tools are essential to them. 3. Be extra patience Your clients are stressed and anxious—and perhaps so are you—from a variety of external forces no one can control today. Patience is the key. Focus on one tech tool at a time. Avoid covering too much at once. Focus on a single tech tool and take a step-by-step approach to how things work. Solely focus on the basics. What do they need to know? What are the benefits they will derive from each tool? 4. Make it routine The best way to get someone to get comfortable with new technology is to get them to use it—several times. We all learn from repetition, and if you create a routine for your clients to follow, they will become more and more comfortable using a new tech tool. For example, if Zoom is your face-to-face meeting replacement tool, create a schedule of Zoom calls for key discussions. Finding ways to help your clients use a tech tool several times initially will help speed up adoption. 5. Please keep it simple Choose your technology wisely—especially tech tools you need your clients to use during a pandemic. Having easy to use, intuitive technology means you will spend less time training and explaining. You shouldn't expect your clients to use technology that is cumbersome, less reliable, or complicated. Find another solution as keeping tech simple is vital, especially for clients who are likely to resist using technology. Today, the good news is that most of the best real estate tech is easier to use than ever. Showing your clients how simple it is to use one of your tech tools helps ensure client satisfaction. It's harder than ever today to provide a delightful experience when personal interactions are virtual versus in-person. But if you can help your clients adapt and adopt tech tools that will make the transaction smoother, you can still provide an exceptional customer service experience. Tricia Stamper is Director of Technology at Florida Realtors®, which owns and operates Tech Helpline and Form Simplicity.

3 Tips to Show Your Clients Gratitude During this Time
During this unsettling time, there is no doubt that sales have been fluctuating. With that in mind, a best practice would be to ensure that you treat your prospects and past clients with a sense of value. Here are a few ways you can show your prospects and past clients your appreciation, but still respect social distancing rules:

Friday Freebie: Handle Objections Better with These Brochures
"Your commission is too high!" "My home is priced too low!" "I don't think now is a good time to buy/sell a home." Objections. If you've been practicing real estate for any amount of time, you've surely heard more than your fair share. For some clients, patient explanation is all that's needed to gently nudge them along. As for others? Well, sometimes you need a little more. That's where this week's Friday Freebie comes in. Today, we're highlighting three brochures made to counter the most common objections you'll hear from real estate clients. Free objection handling brochure of your choice, courtesy of ProspectsPLUS! Building trust isn't the only obstacle you face with new clients. Even after you win them over, there are plenty of things they may object to. To help you overcome these objections, ProspectsPLUS! is offering RE Technology readers a free, customizable brochure that you can leave with clients when a face-to-face conversation doesn't quite cut it. Choose your favorite from these three options: What You Don't Know About Real Estate Commissions Can Cost You Plenty (for sellers) 6 Pitfalls of Overpricing Your Home (for sellers) When Is the Best Time to Start Enjoying What You Really Want? (for fence-sitters) You can leave these brochures with clients so that they can contemplate why, for example, a too-high listing price is a poor sales strategy. Or head off problems from the start and give these to clients at the beginning of your relationship so that you're both on the same page. Download your FREE objection handling brochure today! Use promo code FREEBROCHURE at checkout.

What Real Estate Agents Should Know About HUD Assistance Program
With the majority of the country still under quarantine, many Americans are facing a financial crisis. Stimulus checks have helped, but for many it won't be enough to keep up with expenses. With citizens out of work and waiting for their jobs to come back, many homeowners are concerned about whether they will be able to pay their mortgage in the coming months. You can make a positive difference in the lives of your clients by making sure they're aware of the Federal Housing Administration's Disaster Relief program. Under this initiative, the Department of Housing and Urban Development has financial assistance programs to help those in need. Here is a basic breakdown of the options and services available.

3 Rules for Smoother Transactions and More Referrals
What is real estate transaction management? The most common way to look at it is a process to smoothly move a client through the transaction and closing. The better way to look at real estate transaction management is as a valuable future business referral generator. Before digging into the subject, rest assured that you can make this work with a transaction coordinator under your control as well as doing it all yourself.

Who is Your Ideal Real Estate Customer and How Does Your Website Serve Them?
How much time have you spent identifying your ideal real estate customer? When it comes to real estate websites, the vast majority use a kind of shotgun approach to customer acquisition. The typical residential real estate agent wants to list homes and work with buyers too. When you can do both in one deal, it's a party.

3 Strategies to Cut Through the Noise and Build a Lasting Business
Remember that shiny new toy you just had to have as a kid? All your friends had one, and you needed it too. When you finally got it, you played with it for maybe a couple of months before moving on to the next big toy craze. Fast forward to the present day. This exact phenomenon is happening in the real estate industry. Each year, at the National Association of REALTORS® Convention, hundreds of vendors try to sell you on the newest gadget or software they promise will revolutionize your business — artificial intelligence, online lead-generation services, self-driving cars, and even machines that write your personal notes for you. No doubt, all these technological advancements can be exciting. However, they can also become a bit distracting. Just like that new toy, many of these services quickly come and go and are replaced by the next trend. Still, we all want to be seen as being on the cutting edge, which makes it easy to get pulled into these new sales and marketing offerings. At Buffini & Company, our goal is to help real estate agents grow their business and live the good life without giving into these new distractions. Years of data analysis and almost 2 million coaching calls with agents have shown what it takes to help an agent stand out in the marketplace. Top-producing agents are actively committed to these three strategies to build a long-term business: Build lasting relationships Most people cannot remember their real estate agent's name after a transaction. But the relationship shouldn't end when the transaction is complete! Write personal notes, make check-in calls, go for lunches and pop by with a small gift to show your past and current clients you care. Stay top of mind and referrals will start pouring in! Go the extra mile I like to start each morning asking, "What can I do to make someone's day better?" A service mindset is critical to a strong business. If you see a past client's social media post that his air conditioning broke in the heat of summer, visit with a couple of portable fans. No matter what you do, make sure it comes from the heart. Remember, service doesn't need to be expensive or elaborate — little things make a huge impact! Sharpen your skills Your skills are your secret weapon and will help you stand out in the marketplace. Develop skills that help you offer high-quality service by attending networking and professional development events. Invest in real estate training or coaching to hone your craft — it's one of the best things you can do for your business. When it comes to technology, it's great to stay current. Just be sure the technology is supporting your business of selling real estate; not taking it off course. Ask yourself, "Will this new technology really help me sell more homes?" Or question, "How much time will this take me to set up?" Many of these trendy systems take months and even years to get set up and running effectively. The tech trends should be tactics to support your sales and marketing efforts; not principles for running your business.When you fully embrace these three strategies, you will demonstrate a mastery of your craft that clients and colleagues will notice immediately. At Buffini & Company, we developed a new training program for real estate agents that explains these concepts and turns them into action steps. It's called The Pathway to Mastery⎯Essentials™, and it will completely change the way you do business. Check it out, then see how the program can help you build your own strong market presence!

The System for Real Estate Buyer Service and Referral Success
Last month, you learned an end-to-end system for real estate listing success. Now it's time to do the same for real estate buyers and referrals. What is your current plan for real estate buyer services success? As with the listings system, we're going to set up a system for buyers that is modeled after worldwide sales training. Here is the 7-Step Real Estate Buyer Services Success System.

5 Tips for Building Trust with Clients
Real estate is, first and foremost, a business based on client relations. Real estate agents provide a personal connection that can't be replaced, which means building trust with clients is crucial. Set yourself up for success from the start--here are some ways to foster that agent-client relationship.

Managing the Meltdown: Successfully Navigating Your Clients through a Stress-Free Home Buying Process
Moving into a new home is among the most stressful events an individual will go through in their lifetime, right up there with a divorce, the death of a loved one and the loss of a job. Yet surprisingly, most real estate agents are never taught how to manage a client's emotions in a way that will prevent a meltdown from occurring. By using a few simple techniques and front-loading the process to show clients what they can expect at each step of their journey, it's possible to mitigate and even avoid meltdowns, says Steve Wener, a San Diego-based real estate agent.

Helping Consumers Make Better Real Estate Decisions, Confidently
Moving into a more normalized market, you are bound to face some hesitation from clients. Here are a few tips for getting them off the fence and to the signing table. The problem in real estate today is not due to a lack of information. It's the opposite, in fact. Consumers quite literally have the world at their fingertips to find information about where the market is going, whether average prices are going up or down, what the going mortgage rate is, etc. And most will have done plenty of research before they consider meeting with an agent. Not only can this lead to information overload, but oftentimes the information they find is either false or misleading. Confusion can make people fearful of buying or selling their home. So how do you get even the most hesitant buyers and sellers off the fence? And more importantly, how can you be sure they are confident with their decision?

Anatomy of a Successful Real Estate Agent
Oversaturated markets give consumers an abundance of options, but make it difficult for brands and vendors to stand out. With so many choices in a competitive playing field, real estate agents really have to differentiate themselves to stand out from the crowd – and become a powerful player in the market for the long-term. Here are the seven essential ingredients that lead to success in real estate.

Why Creating Value for Clients Is Important and How to Effectively Do It
As online home buying and selling web tools advance, real estate agents have started fearing that clients will believe their commission isn't justifiable with the services they provide. Creating value for clients by showing them how much easier the home buying and selling process is with an agent is the best way to earn referrals and get past clients to want to do business with you again. Here are a few of the most effective ways to create value for potential clients.

Helping Your Clients Cope with Rising Interest Rates
For the past few years, low interest rates have been a major plus for those looking to purchase real estate. Unfortunately, those interest rates have been and continue to be on the rise. This time last year, interest rates for a 30-year mortgage were around 3.8 percent. Today they're averaging around 4.6 percent. Before long, buyers may start waiting for interest rates to go down before making a move.

Artificial What? 4 Tips for Appealing to the Traditional Consumer
Let's face it--the process of buying a home can be one giant migraine waiting to happen. From finding the right agent to closing the deal, the stressful decisions having to be made by buyers can often overshadow the generally exciting event that buying a home should be in one's life. Although the notoriously tech-savvy millennials may appreciate your incorporation of technology, for the more traditional consumer who is not up to speed with the latest tech advances, facing them can be an experience that adds even more stress to this already exhausting process. In order to help you, the agent, navigate the divide in capabilities and preferences, we are sharing a few tips that will likely make the process with the traditional consumer a more enjoyable and stress-free one from start to finish for both you, and your client.

Realtors Make Moving More Affordable
One frustration that consumers have long faced is the logistics around moving. A report from the University of Colorado indicated that the average move costs about $10,000. In reality, that can sometimes be far greater, or do-it-yourselfers may save a bit by doing it themselves. Moving service providers have long tried to find a way to deliver their services to movers in the best possible way. They have never been able to connect to MLSs or other systems, so they resort to spray-and-pray direct marketing. MooveGuru came up with a better way, and partnered with zipLogix to solve the problem. Agents using zipLogix know when their clients are moving. Obviously, zipLogix cannot open the agents' customer record data to anyone, but they can make it easy for zipLogix users to invite their clients. That is what they did.

Fire Your Client: The 4 Types of Real Estate Clients You Should Cut Ties With
One of the most-discussed concerns of agents across the industry is finding and converting leads. This makes the idea of actually firing a client once you have one seem completely inconsistent. But sometimes firing a client is not only the best option, it is absolutely necessary. The following are four types of clients you need to cut ties with, and tips on how to break the partnership off in the most professional and graceful manner.

4 Tech Features Consumers Expect from Their Next Real Estate Agent
We live in the digital age, and if consumers are working with a real estate agent, they want that agent to be pretty tech-savvy. Tech-savvy real estate professionals aren't just more convenient to talk to (although that is definitely a plus!), they also have better access to properties, can move more quickly through the process, and can help clients better home in on what appeals to them. Consumers want to work with the best real estate agent possible. Here are some tech features you should be using:

4 Creative Ways to Stand Out in Real Estate
Real estate is relational. Whether working with a consumer to buy a new home or welcoming a new agent to your office, you are now involved with a major event in that person's life. Providing outstanding service should be coupled with providing a unique, ongoing experience that stands out. Here are a few creative (and easy!) ways to provide that above-and-beyond experience.

Holiday 2017: Giving Gifts While Giving Back
As an agent or broker, you've been a big part of creating a very memorable experience for your clients. Some are first-time homebuyers, while you helped others sell their home to move on to the next phase in their life. The holiday season gives you another opportunity to create something memorable for your clients. 2017 has been an incredible year for disasters. The United States has seen fires, floods, major hurricanes and other devastating events that have affected the lives of many. In light of this, families and companies are taking a different approach this year by choosing gifts that give back. Rather than purchasing large gifts for themselves, they are instead buying items that benefit worthy charities. This could be a great way for you to honor your clients this holiday season. Here are a few of our faves:

3 Ways to Help Your Client Meet Their New Neighbors
Having your finger on the pulse of your community is a great way to find new clients and help your buyers get plugged into their new neighborhood, meet their neighbors, and save time and money. Luckily, there are tools to help you and your clients do just that.

4 Ways to Prioritize Follow-up Over Following Shiny Objects
It's a topic covered exhaustively at every real estate conference, every coaching call, every new agent orientation: Technology is your friend, but it isn't your savior. New tools, apps and systems can help you win more deals by making you more productive and engaged—but they can't bridge the gap between a brand new lead and the closing table. Put another way: Real estate is a relationship business and industry technology should support those relationships, not replace them. What tech can do — and can't do

4 Ways to Build More 'Client for Life' Relationships
We spend so much time talking about the importance of repeat business and referral business, but the reality is that MOST agents have still not come up with the right way to keep in touch naturally over the long-term. The result? Will your clients hire you the next time you buy or sell your home? Are you sure? After closing, 70 percent of sellers say they would "definitely" use their agent again — but only 25 percent of repeat buyers and sellers actually do. We aren't here to lecture you. Creating one client for life relationship is tricky enough, and aiming to keep in close touch with every client you've ever had is nearly impossible. Still, there are a few low key ways to ensure that you don't break a bond that could end up paying off — both in business and in friendship — after you walk away from the closing table. Below are four tactics you can employ to create more long-term, business-boosting client relationships.