Category Archives: Prospecting

Prospecting letter for homeowners that have owned their home for many years.

Example letter for homeowners that have owned their home for many years.

direct mail prospecting

 

Dear Homeowner,

Our records indicate you purchased your home in 2009.  Since then, homes in your area have appreciated significantly.

This is great news, especially if you are considering selling your home!

If you would appreciate updated information about the current real estate market and how it impacts the value of your home, please feel free to contact me for a no cost, no obligation consultation.

If I can be of any real estate related service, please do not hesitate to call me.

Best regards,

Helpful real estate agent

Osmo Mobile 2 gimbal for real estate agent use

Osmo Mobile 2 gimbal

osmo mobile 2 gimbal real estate

I recently purchased this Osmo Mobile 2 gimbal.  This device is designed to help stabilize smartphones when taking videos or pictures.  The results are smoother.  Coupled with the free DJI app, there are a number of added benefits that I am just now diving into.

I used the gimbal for the first time last night, videoing an investment property for an investor.  Practice might not make perfect but I know my ability to use this tool will continue to improve.  Even with my inexperience, I was able to take several short videos that I then uploaded to YouTube in order to forward the investor a private link to view.

I hope to start showing my agents how to use this device in their business starting in September in order to coincide with the new agent website roll-out.

Staying connected. What to say when your customer is not ready to buy or sell.

stay connected with your customers

When the customer is not ready

There will be times when you meet a potential buyer or seller and the customer is not ready to move forward.  There are number of reasons why the customer has reached out to you for preliminary information but is not able to put their house on the market or purchase a home right now.

When this happens, you will want to make sure to follow up with the customer regularly using your CRM.  Once the customer has made it clear they are not ready to buy or sell,  I would suggest communicating the following:

Staying connected script

The real estate landscape will be different over the next 18 months (insert their time frame) so I will suspend my specific searching/researching for you and reestablish it again closer to your time frame for buying/selling.  With your permission, I will continue to provide you general information about the area.   In the meantime if I can be of any help at all please do not hesitate to call or email me.  I look forward to working with you again in the not too distant future.

Asking for permission to stay in touch regularly is important.  We don’t want to totally ignore them for 18 months only to discover their time frame changed and they forgot about us.

Using this simple script will help you stay in contact with and maintain a business relationship with customers not ready for your services.

What should you include in your real estate newsletter?

Real estate agent newsletter

real estate agent newsletter

 

 

 

A real estate agent newsletter is a great way to strengthen your business relationships with past customers, family, friends and network contacts.

A consistent, informative newsletter supports your branding efforts while providing the recipients with useful information that highlights you as the local expert.

In my opinion, for a newsletter to be of value and worth reading, it should be structured to include relevant topics.

A good real estate agent newsletter structure might include:

  • An introduction of a new product, listing or sale.
  • National, state or local news impacting the real estate industry.
  • A personal message from the agent.
  • Home maintenance tips.
  • Upcoming community events.

Avoid sending a canned newsletter that is easily tossed into the trash can.  Make the newsletter informative and pertinent to those receiving it in order to increase the likelihood it will be read.

Organize your contacts by how you met

Do you know how you and your customer met?

If you own a Facebook account, you have likely seen posts from one of your friends on your timeline, asking all of their Facebook friends, how they originally met.  These posts are fun and informative and provide a tip to real estate agents on how to improve their marketing efforts.

Most CRM systems allow you to add tags in order to easily search, categorize or filter your customer base.  By using a “how did we meet” tag, you will be able to develop marketing campaigns and follow up schedules that allow you to customize the message that shares your common interests.

For example, let’s say you have several contacts in your CRM that you met in high school.  When you reach out to this group, you might incorporate a message themed around one of the following suggestions.

·         Do you remember when?

·         Spotlight on a favorite teacher or class.

·         Upcoming reunion information

·         The latest school news or information

If you have several family members tagged in your CRM, your message might include:

·         Upcoming family birthdays

·         Anniversary announcements

·         Recent visits

·         Family pet photos

 

Your message has a better chance of being well received and read if it includes a common theme the recipient will enjoy reading.  Tagging your contact base with how you met will help you create an effective message.

Help your business by using a CRM system

We are invested in the success of our agents and that is why we are rolling out a new customer relationship management system to help our agents stay in contact with their past, present and future customers .

I want to applaud those agents that are already taking full advantage of a contact management solution. Regular contact through maintaining and using a CRM,  results in business.

I do not understand how anyone can say they are just too busy to make an effort to stay in touch with their past customers.  A CRM makes staying in touch easy and on top of that, we have a tech trainer in our office that can help agents if they are not sure how to start.

The process takes very little time but the rewards are endless!

 

 

Just popping by to say hello – real estate marketing

Just popping by to say hello. Real Estate Marketing

real estate marketing

We have provided our Kissimmee agents with what we think is a cute little marketing piece for our agents to use to reach out to their past customers, family, friends or neighbors.

Inside the package we have a bag of microwave popcorn and another card reminding them that we can assist them or anyone they know with the purchase or selling of their home

It is an old idea and to some it may be to corny.  That is a fair response.  But I do believe it is better than doing nothing.

 

Do open houses work?

Do open houses work?

Open houses continue to remain a tool that Realtors offer to sellers as part of their marketing efforts to sell homes. Do they get the job done?

Open houses, some real estate agents swear by them and some swear at the thought of having to hold a home open. The answer to the question, do they work depends largely on if the agent is doing the work to help make them a success.

Successful open houses, to some degree, are influenced by the homes location, the areas market conditions and the pricing of the home. To increase the chances of visitors stopping by and seeing the home and more importantly to increase the chances of a qualified buyer stopping by to view your home, will depend on how hard the Realtor works prior to the open house event. Agents who rely only on a Sunday advertisement and a sign in the yard have done little to increase the chances of success.

A marketing plan for open houses with the goal of attracting potential buyers and customer traffic should consist of:

  • Calling on homeowners in the neighborhood by phone or personal visits the week before the open house inviting them to stop by.
  • Direct mail announcing the open house to apartment complexes or other rental homes where the rental fee is in line with what the mortgage payment for the subject home would approximately be.
  • Invitations and flyers for the event delivered to the many different Realtors in the area keying in on those agents who have recorded past sales in the area.
  • Scheduling the open house with a garage or yard sale will increase the amount of traffic that will find the subject home.
  • Picking a day other than Saturday or Sunday to hold the home open. Often times holding a home open during the weekday produces great results.
  • Organizing with agents who have homes in the area for sale to have multiple homes open in the neighborhood at the same time to increase traffic.

These are just a few suggestions that if implemented by the real estate salesperson would increase the chances of holding a successful open house.

Don’t forget those open house balloons!

Open house balloons

Unfortunately, holding open houses as a method of selling a home or prospecting for new buyers or sellers, has went the way of dinosaurs for many real estate agents. For those agents who still understand the power of using open houses to grow your business, here is a little tip that I was reminded of.open hose real estate

I had the opportunity to sit at an open house this past weekend. The listing agent explained to me that we would need to get an early start prepping for our open house because she wanted to place several directional signs. The fact that she used 10 directional signs was impressive enough but then she went a step further and attached helium filled balloons to these signs. It is my opinion that few agents use balloons to attract attention to their signs.

Balloons draw attention

We had at least 20 visitors during our 3 hour open house. Several new relationships were started and the seller ended up receiving an offer from buyers who visited the open house without their agent. The little extra step of using the balloons was noticed by the community builder rep who, stopped in and thanked us for putting out balloons!

Were we successful just because of the balloons? Of course not, but I do believe those little extra steps increase an agents overall success.

 

Are you ready to get on track to sell millions of dollars of real estate each year?

Selling millions of dollars of real estate year after year

Are you ready to get on track to sell millions of dollars of real estate each year?  You can reach your production and income goals simply by following the example of top producing agents that have started before you.

First, let me be clear.  There are no secrets to success.  There are no systems or programs that require 0 effort on your part to succeed.  Just being positive without positive effort, won’t work.

Having a business plan, implementing the business plan, consistently working your business plan and adjusting or adding to your business plan as you go forward, is the path to success.

As a new agent or an agent with no production, your plan needs to include aggressive prospecting and marketing that put you in front of potential buyers and sellers daily.  It can be as simple as handing our 5 business cards a day to someone new.  You need to have conversations about real estate in your market area with as many people as possible.

Don’t spend hours a day thinking of ways to succeed, when the answer is in your daily routine.  Throughout the day you are crossing paths with people, it is what you do and say when your paths cross that will make all the difference in your career.

Remember, consistency is the key!