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The Best Time to Prospect

Oct 10, 2019 by

Here’s a question I am asked a lot!

“When is the best time to prospect for new listings?”

Prospecting is tough for a lot agents because they let fear override commitment. My answer, first, is that the best time is a lot like choosing the best diet. The truth is it’s different for everyone. You can try them all, but you have to find the one that works for you if you’re really going to stick to it.

I’ve got three strategies for you to help you get started!

  1. I used to make my calls around 6 p.m. I did that because people were usually home by then, and I could often get an immediate response. If I started calling at six, I could often have an appointment by seven and contract by nine! So that worked for me! For now business, I recommend calling FSBOs and Expireds.
  1. Call first thing in the morning. For some people, if prospecting were left until the end of the day they would never make a call. (Kind of like the diet/exercise thing—if you wait, as we say in New York, “fuhgeddaboudit”!) Things get in the way. Energy wanes. Excuses creep in. You’re hungry for dinner. I get it.

So, for those of you who need to get your prospecting knocked out first thing in the morning, that’s great. Set a specific time frame and just make your calls. With this strategy, I recommend you have the voicemail dialogues handy because there’s a chance that a lot of folks are at work. You’ll find those also in the Prospecting tab.

  1. Call twice per day. This strategy works for a lot of agents because it’s less about time and more about the commitment. Just commit to two conversations per day. Just two—five days per week. When you do that, you create 40-plus conversations per month! And when you have that, do you think you can take a listing or six? I think so.

It’s all about having the right mindset, commitment and tools. Find which strategy works for you and stick to it.

I’m not often a fan of memorized scripts. The exception is during the prospecting process. These work and work well. In fact, our Power Agents® tell us that they help them get two out of every four listing appointment conversations. They can do the same for you! Ask us how.

Darryl Davis, bestselling author of “How to Become a Power Agent in Real Estate” and owner of Darryl Davis Seminars, has trained and coached over 100,000 real estate professionals around the globe for more than 27 years. He is the founder of the Next Level® real estate training system, The Power Program®, which has helped agents double their production over their previous year. For more information, and the new agent tools that can help take you to your Next Level®, please contact darryl@darrylspeaks.com or visit www.ThePowerProgram.com/NewAgentSuccess

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Making It Work—Together: Best Practices and Conflict Resolution for Real Estate Teams

Oct 7, 2019 by

For real estate agents just starting out, being part of a team can be a great way to launch and grow a new business. For experienced agents, putting together a team can add leverage and energy to an existing real estate business. For couples, friends or close colleagues, working together on a team can offer the opportunity to bring the strengths of each partner to bear on every transaction. So, what do you do when your team is struggling to work together?

Your ‘Better Teamwork’ Action Plan
Maybe your real estate team is suffering from internal conflict, frustrations from a slow market or unanticipated growing pains. Whatever the case, getting a handle on your issues and making a plan to get back on track involves honesty, communication and actionable strategies.

1. Get Real
For many people, the hardest part of handling problems is admitting that there’s a problem in the first place. All that simmering tension isn’t just going to go away. You have to address it and get everyone on board with working toward a solution.

Action:
Put together a workshop or retreat to give everyone a chance to fully address the issues and put together a plan for improvement.

2. Speak Your Truth
Conflict doesn’t magically go away if everyone isn’t making their opinions heard. You have to be willing to be honest with each other about things that are problematic or upsetting. This may mean some uncomfortable conversations with people you love and value, but in this case, honesty really is the best policy.

Action:
Emphasize the value of honest communication and keep the end result in mind.

3. Understand the Source of Conflict
Sometimes, personal conflict spills over into the workplace. It may be that the tension you’re feeling isn’t work-related, but personal. In that case, those relationships need to be mended to benefit the entire team.

Action:
Have an honest conversation with the people involved and offer support as they work out their differences.

4. Revisit Your Roots
Over time, you may find that you’ve forgotten the things that worked well when you were just starting out. Maybe you’ve begun to micro-manage or, alternatively, you’ve checked out and stopped taking an active role. Maybe your team used to socialize together, but that has fallen by the wayside.

Action:
Think back to the beginning when things were working well and see what has changed.

5. Take Steps and Check In
All this communication means little if you’re not taking actionable steps to improve the situation. Once you understand the problems, come up with a plan to address them. Maybe the solution involves a more equitable distribution of duties. Maybe it involves more facetime and better communication. Maybe you just need to bring in some support to take some of the operational burdens off your team members.

Action:
Put your plan into action and check back often to ensure that the steps you’ve identified are still being implemented.

A real estate team is built on relationships and needs to be nurtured like one. Show how much you care about your team by taking the time to address issues as they arise, be part of the solution and keep everyone operating at peak performance.

Yazir Phelps is the chief marketing officer at Real Estate Express, a national leader in online learning for pre-licensing, continuing education and professional development. Phelps has over 18 years of experience in marketing, fueling growth at Fortune 500 organizations, and over five years of experience working directly with real estate professionals. Her extensive background in generating demand for products and services encompasses crucial strategies for a successful career in the field. To learn more, visit www.RealEstateExpress.com.

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The 4 Best Types of Digital Advertising and When to Use Them

Sep 29, 2019 by

While real estate will always be a relationship business, the nature of those relationships is becoming increasingly more “digital.” In fact, the National Association of REALTORS® (NAR) claims that 44 percent of recent buyers looked online at properties for sale, while only 17 percent first contacted a real estate agent.

Getting in front of that prospect with digital advertising during the home search period gives real estate professionals a huge advantage. Placing ads online can be arduous, but when done well, it can change a business. Before diving in, it’s important to understand the four best types of digital advertising—and how to mix them into your marketing strategy.

  1. Display Ads

Display ads are the billboards of the internet. Haunting the perimeter of our digital life, display ads follow us as we catch up on our favorite blogs, look for travel deals or browse Amazon. While you can specify where these ads show up based on certain parameters, you’ll commonly find them along the sides or top of your screen.

Real estate professionals should use display ads to target their prospects on sites where an ideal client would browse, like an online local event calendar. Due to the broad nature of display-ad targeting, a lot of people will see your ad, but many of them won’t be actively looking for a real estate professional. This is one of the main reasons why display advertising can be less expensive than other advertising.

  1. Search Ads

Search ads are a highly targeted form of digital advertising. They’re the ads you see at the top of search result pages when you Google something. When you place these ads, you select the keywords or search terms that your client would use to find you. This methodology gives you access to a prospect while they’re actively searching for a service provider. The downside to this ad channel is cost. Other “Denver Real Estate Agents” are likely bidding on those same keywords, so this method has the potential to get expensive.

  1. Retargeting

Retargeting is a cookie-based online advertising method that serves ads to people who have previously visited your website. According to ReTargeter, only 2 percent of web traffic converts on the first visit, which means 98 percent of users leave without taking action. While Amazon is king when it comes to product retargeting, real estate professionals can use the same tactic by installing a simple line of code on their website. When a prospect visits their site, their code collects the data. They now have the resources to serve those prospects display ads on other sites.

  1. Social Media

Consider these numbers: There are 1.65 billion social accounts globally with 1 million new social users added every day. This amount of activity is incredible, but it has caused organic social media efforts to become futile. Placing paid ads is often a more effective way to reach your prospective clients for a relatively low cost.

PlanOmatic has developed an easy-to-use tool called CaptuRE, which allows you to use the photos and floor plans from your PlanOmatic order to quickly place ads on Facebook. Product developers have done all the heavy lifting, so prospects will see live, targeted listing ads for only $ 49 a week.

Digital marketing skills are critical to successful real estate businesses. You need prospective leads to think of you while they’re looking for real estate online. Adding digital ads to your marketing mix will give your brand a competitive edge.

Lauren Maloney is the marketing manager at PlanOmatic. For more information, visit www.planomatic.com.

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The Best Real Estate Lead Generation Strategy to Stand Out From the Crowd

Sep 11, 2019 by

Nothing in my career took less time, cost less money and produced bigger results than personal notes. It is the best real estate lead generation strategy out there—and you get to make someone’s day at the same time!

Data shows that the average American receives only 10 pieces of mail per year (excluding holiday cards and invitations), which makes any handwritten note stand out. What better way to set yourself apart from your competition than by expressing your gratitude, care and concern through a thoughtful note? Here are some note-writing FAQs to help you implement this powerful relationship-building strategy for your best real estate lead generation strategy yet. 

Who do I write to?
Write notes of thanks and gratitude to anyone and everyone in your life. This includes:

  • Current and past clients – Check in with a personal note, express gratitude for their business and remind them you are never too busy for their referrals.
  • Family and friends – Tell them how much they mean to you and watch these relationships grow.
  • Lenders and agents you work with – We love to work with people we genuinely like. Deepen those relationships by sending a personal note after you work with them to thank them for the experience and open the door to future opportunities.
  • Business owners you respect – Thank them for their great service and show your appreciation for their work to develop professional and personal relationships that last.

When should I write these?

  • As a follow-up – Write a short note after you speak with a client on the phone, deliver a Pop-By, meet with them or after you send them your monthly Marketing Flyer to touch base.
  • When you receive a referral – Show your client your appreciation for the referral and give them a warm message of thanks for thinking about you.
  • To appreciate a friend or colleague – When someone goes above and beyond to help you, send them a quick note of thanks.
  • During a real estate transaction – Occasionally send notes to your current clients during the transaction process. Give them peace of mind and reassurance that you are working hard to give them the best possible experience. When the transaction has closed, write a note explaining that you enjoyed working with them and look forward to providing them with excellent service, so you may form a lasting relationship.
  • To reconnect – If you lost touch with a client, send a note to re-establish contact without sounding like a sales pitch.
  • To brighten someone’s day – A personal note with a kind word is sure to put a smile on the recipient’s face and make their day, plain and simple.

How often should I write these?
Write these notes at any time! Make it a habit to write a few a day, and soon, it’ll become as automatic as brushing your teeth.

At Buffini & Company, we provide our clients with 50 note cards each month through the Referral Maker®PRO marketing kit. Our most successful clients write that many, and even more, on a regular basis. These notes build relationships, and those relationships are the foundation of any successful referral-based business. Start harnessing the power of personal notes to unlock your best real estate lead generation today!

Brian Buffini immigrated to San Diego from Ireland in 1986 and became a top-performing REALTOR®. He then founded Buffini & Company to share his powerful lead-generation system. Buffini & Company has trained over 3 million business professionals in 37 countries and currently coaches more than 25,000 business pros. Today, Brian’s a New York Times best-selling author and reaches over 6 million listeners a year through “The Brian Buffini Show” podcast. For more information, please visit www.buffiniandcompany.com.

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