Real Estate Training

7 Steps To Convert Your Internet Leads Into Cash

7 Steps To Convert Your Internet Leads Into Cash

By in Real Estate Training | 0 comments

You spend a lot of time and effort on your social media campaign, your blog posts and your tweets.  You invest a lot of money in sites that promise good leads.  And yet, the conversion rates on the leads you get still aren’t great.  This is because you haven’t optimized your web presence to create relationships with your prospects.  They simply don’t care about you by the time you contact them.  In fact, they never really cared about you at all – they just cared about the information you had to offer.  And that’s not their fault – it’s yours. The next seven tips are going to show you how to program your internet leads to care about getting in contact with you.  The tips below will increase your conversion rates dramatically and help you close more of the leads you’ve already got coming in, rather than you trying to bring in more leads that don’t do anything. Lead Conversion Tip #1 – Set Yourself Apart From The Competition You need to find something about you and your business that is unique – a reason why they would really want to work with you over working with any other agent.  It might be that you’re a great negotiator or that you have a background in finance or that you specialize in working with their type of market.  It might be that you’ve got something in common with them.  It doesn’t matter what it is, just find SOMETHING and then highlight that differentiator in ALL of your communications.  (Let me just say one thing here – please read other agents’ marketing materials before you settle on something.  If I see another agent who thinks that “your real estate agent for life” is a differentiator or that “I’ll help you find your dream home” is valid marketing, I think I’m going to scream.  If you’ve seen it anywhere in real estate before – DON’T USE IT!) Lead Conversion Tip #2 –Build a Relationship Once you’ve got your differentiator identified, then it’s time to start building a relationship.  On the internet this means that you need to do things to get people to know who you are.  These days, visuals are just...

Read More
Turn Your Website Into A Lead Generation Machine!

Turn Your Website Into A Lead Generation Machine!

By in Real Estate Training | 0 comments

Why You’re Losing Money Every Day Did you know that almost everyone these days starts their search on the web?  I’m sure you did, but have you actually stopped to think about what this means for you?  Most agents haven’t – at least this is what I assume from looking at the websites that are out there.  Most agents are relying on the IDX interface to convert their leads for them.  The problem with this is that people sign up for the IDX on only one site and then they keep searching.  If you don’t happen to be the first person they saw, then they didn’t sign up for your IDX and you have missed the lead because you’re not offering anything different than what the other agents have.    How Fast Are You? The other thing I see agents failing at on a regular basis is following up on those internet leads.  It is an instant gratification world and if you are getting back to your leads 24-48 hours after the lead came in, you’re missing the boat big time.  People want an instant answer.  And you can’t always be there to offer it, but there are systems you can put in place to help you.   The Secret to Conversions If you hope to convert your website lurkers into leads, then you had best have a plan in place to get them there.  You need both lead conversion tools that offer people something of value to them in exchange for their contact info, and autoresponders that respond immediately when they ask for more information.  If you don’t have these two critical factor items, you can kiss your leads goodbye because someone else who has these tools will be converting them into clients – not you.   This Is Just the Beginning… OK -so those are the technology pieces.  And they are important.  But more important is the content.  The content is what actually gets them to bite.  And then, it’s all about the follow-up and consistently getting your message out there to draw more people in.  It’s a whole process.   Free Webinar If you’d like to know more about what it takes to turn your website into...

Read More
The Secret To Getting More Agents At Your Broker Open House

The Secret To Getting More Agents At Your Broker Open House

By in Real Estate Training | 0 comments

An agent once asked me how to get more agents to come to open houses.  So I thought about it.  – What do agents want?  More business! So have a networking open house.   In each room, have the agents talk about something different.   In the living room, they can highlight one or two of their listings (depending on how many agents are there).   In the kitchen, they get to highlight one or two buyers.   In the bedroom, they get to share information about changes in the area – upcoming sewer upgrades, town events, etc.   In the back yard, they talk about related contractors and share referrals and stories about mortgage officers, attorneys, title companies, home inspectors and the like. Make the event invitation-only and don’t call it a broker open.  Call it a “Local Master-Mind” group or name it by the characteristics of the agents you’ve invited – “Go-Getters” or “Realty With a Heart” or “Royals of Referrals”.   You’ll get to host the meeting at a new listing every time.  If you don’t have a new listing, invite one of the others in the group to have it at their listing. You run the group, so you get to decide where the meeting is held. I find a lot of deals come together when agents get to talk to one another.  You might get the best attendance from agents who don’t work in traditional offices, but who work from home and don’t get to benefit from the chatter over the water cooler at the office. Agents can only miss one meeting a month or they get taken off the invite list.  (Encourages attendance.) I’m fairly certain this would work, and work well (if you try it, let me know how it goes), especially if you can get some of the more active agents to participate in the beginning.  Your attendance will grow via word of mouth and soon agents will be begging to come to your broker...

Read More
Have You Ever Tried To Sell A Stigmatized Property?

Have You Ever Tried To Sell A Stigmatized Property?

By in Real Estate Training | 0 comments

When you think of Stigmatized Property what comes to mind? A place where there has been a public scandal or crime? A place where there was a murder or suicide? A reputedly haunted house where ‘strange things’ happen? A property with unique selling challenges? A property with special legal issues? Perhaps all of the above? Essentially there are several basic issues. Stigmatized properties… Take longer to sell. Sell at a lower price. (Often well below market value.) There are legal responsibilities which vary from state to state which either require you to disclose the history of the property or may require you NOT to disclose the specific type of events that occurred. Such disclosure may affect the buyers decision.   But, it all boils down to one issue… How the property and situation feels to the prospect. Realtors often say that buyers make emotional rather than rational decisions. If they like the way  a property ‘feels’ that overrides most other minor issues.   Or, if they don’t like the way it feels they just won’t buy, even if it is otherwise ‘perfect.’ They may not even be able to put it into words and an otherwise articulate person will have a moment when they stammer and can’t quite put a sentence together.   What is it that either feels ‘right’ or feels ‘wrong?’ Every one of us has walked into a room where there has recently been an altercation and could ‘feel the anger in the air.’ Or have walked into someone’s home and spontaneously relaxed and started to smile.   And I don’t just mean the women reading this. Come on you tough-minded guys. You know I’m right. You you have felt that kind of thing too. That gut feeling.   What IS that about? And, if there is a way to understand that certain unseen but very real something, can it be changed or removed? If it could be removed… similar to mitigating toxic waste or radon… would the property then sell easily?   While you’re at it, here is an even deeper issue to cogitate over… Every realtor has tried to sell properties that act as if they were stigmatized… meaning that they take a long...

Read More
What’s Your Cave-Factor?

What’s Your Cave-Factor?

By in Real Estate Training | 0 comments

Picture This: You’re getting ready to go on vacation.  You’ve been planning it for months and it’s almost here. Then, out of the blue, the buyers you’ve been working with for ages who just wouldn’t pick something no matter what you tried, go to an open house and fall in love with it.  Now they want you to write an offer.  So at 10pm the night before you leave, you’re writing up paperwork.  You get up an hour early (after being up two hours later than you planned), to go and get the offer signed.  You tell the buyers that you’re headed out of town for vacation and that you’ve got another agent covering for you who will take over the deal while you’re gone. They are distressed and insist on you negotiating the deal.  Seriously!!?! So here’s the $60,000 question:   Do you cave and end up working through half your vacation? Or do you stand your ground? Your Cave-Factor The difference between having a life and not having one is your Cave-Factor – the number of times a client steps over your boundary (assuming you even bother to set one in the first place) and you let them.  If it happens a little, you get to have a life.  If it happens a lot, your business becomes your life and you have nothing left for you at the end of the day.  How high is your Cave-Factor? If you give in more than 5 times out of 10, then your Cave-Factor is WAY too high.  Think of it this way, each time you cave, you’re telling the other person and yourself that their needs are more important than yours.  And if you said “of course they are!” to this last statement, then your Cave-Factor is off the charts.   Here’s to never caving...

Read More
8 Ways to Get Leads

8 Ways to Get Leads

By in Real Estate Training | 0 comments

I decided that this week the best thing I could do for you would be to offer you new ways to acquire leads.  Hopefully, you’ll get at least one new idea from this article to help your business. ActiveRainIf you’re blogging, then kudos for you!  But are you getting the most you can out of your blogging?  There are benefits to where you blog.  Blogging on your own site is great for SEO, but it won’t necessarily get you the greatest number of qualified hits.  I spoke with Brad Andersohnat Active Rain recently and he told me that they are the top ranked social media site after Facebook.  Can you imagine?  That means that there’s TONS of people on the site.  They have over 100,000 members already and it’s all about real estate.  Major news outlets are watching and large numbers of people come to the site to learn about real estate.  The localism function even allows them to find you by region.  The more you blog, the higher your rank and the more leads you can get.  So if you’re a blogger, I might consider moving (or at least duplicating) your blog to ActiveRain.  And if you’ve been meaning to get a blog started, no is the time and ActiveRain is the place. Meetup GroupsThere are many ways in which you can glean business from the social networking site,Meetup.com.  You can create your own Meetup group around the subject of real estate – investing, first time buyers, etc.  Or, you can be more subtle and look for the groups that relate to the life transitions that usually result in real estate transactions.  You can attend new parent groups or retirement planning groups, or wealth creation groups, or job search groups, etc.  It’s all about being in front of the right person at the right time.  Or, you could just go to groups that you like and meet people who may or may not be interested in buying and selling – at least you’re getting out and meeting new people and that’s the key to getting more business. CraigslistIf you haven’t been posting your listings and advertising for buyers on Craigslist, then youre missing the boat.  Craigslist is like...

Read More