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Building Better Client Relationships

Aug 17, 2019 by

American Home Shield® Paves the Way to Long-Standing Relationships

John M. Franklin has always had an interest in housing. An agent with RealtySouth Over the Mountain’s Alford Avenue office in Birmingham, Ala., Franklin worked in both the mortgage service and construction sectors before moving into residential real estate in November 2015.

“I love helping people,” says Franklin. “A house or piece of property can be the biggest investment someone ever has the privilege to own. I ensure that my clients see me as a resource, not just someone who will stick a sign in the yard or visit a house with them.”

One way Franklin sets himself up as a client resource is by offering a home warranty on the properties he lists.

“The home warranty is a tool that provides a level of protection and comfort to buyer clients, but also allows sellers to feel like they’re providing a level of care to the buyers who have chosen to purchase their home,” Franklin explains.

Franklin’s business model focuses on client care, with an emphasis on building a superior working relationship before, during and after the sale.

“Negotiating a home warranty into the purchase contracts for my buyer clients is a great benefit to them. The home warranty provides coverage on components of the major systems and appliances in the house that they’re purchasing, which can help buyers feel more at ease with the process.”

Of course, not all home warranties are built the same.

Franklin has been offering clients a home warranty with American Home Shield (AHS®) since he started in 2015. “RealtySouth offers the base home warranty plan with the Seller Coverage Option through American Home Shield, with no cost due to the seller until the home closes,” notes Franklin. The Seller Coverage Option covers the main systems in the home during the listing period.

“That extra layer of protection can really help,” says Franklin, “especially with the stress of getting a home ready to list and show.”

Why does RealtySouth choose to work with American Home Shield?

“Business relationships are key in the real estate industry, and that doesn’t just apply to agents and clients; it’s all of the affiliate partners, too,” Franklin comments.

Franklin notes that his local AHS account executive, Tobi Pryor, is a wealth of knowledge who genuinely cares about her job and the people that interact with her, and has an excellent relationship with all of the agents in the area.

“If my clients choose American Home Shield, I know they’re in great hands because of Tobi’s dedication,” says Franklin, who can easily contact Pryor by phone, email or text whenever an issue arises. “She’s also an excellent networker and is willing to go the extra mile to make sure the agents she supports—and the homes that are covered with an AHS home warranty—are well taken care of.”

And when it comes to superior service, word of mouth travels fast.

“I’ve had clients brag on the amount of money and headaches they’ve saved just because they carry an AHS home warranty year after year.”

These bragging rights are a boon to Franklin’s client relationships, track record and overall business. 

For more information, please visit www.ahs.com/realestate.  

Zoe Eisenberg is RISMedia’s senior content editor. Email her your real estate news ideas at zoe@rismedia.com.

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Building a Successful Team: The Support

Jul 29, 2019 by

Are you considering forming a real estate team, or expanding yours? RISMedia’s Ultimate Real Estate Team Guide is an essential resource, with actionable advice, expert insights and proprietary research, designed to equip you with the knowledge to lead a successful team.

Among the guide’s takeaways, we explore a key motivator for teams: balance. From establishing expectations—both with clients and members of the team—and hiring support to “unplugging,” the concept is discussed firsthand by leading teams:

RISMedia’s Ultimate Real Estate Team Guide is available now in the RISMedia store. Order yours today!

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Stop Buying Leads, Start Building a Business

Apr 24, 2019 by

Agents and brokers today are inundated with online lead options, social media products and predators using real estate data to sell leads back to them. When looking into your P&L and evaluating the value of a client, it’s easy to justify buying leads. When looking into the success of multiple coaching clients, there’s a thread that’s worth our focus.

The best ROI on any lead source is the business that comes as a result of a relationship. Relationships are the key to success in all ventures, especially real estate. The lifetime value of a client is in excess of $ 75,000 in net income to the agent who has a plan, stays in touch and provides value through the life of the client.

Here are seven key steps to elevate your relationships and increase your net profit by focusing on your No. 1 asset.

  1. Make a small investment into your real estate CRM. I recommend Realvolve due to its ability to manage teams and put intelligence into workflows and action plans, all of which separates their technology from the competition.
  1. Categorize your names with intelligence. Options include:
  • Top 50
  • Past Client
  • Buyer
  • Referral
  • Seller
  • Investor
  • Lead Source
  1. Take copious notes on every conversation. This is critical for knowing what you said, as well as protecting yourself when there’s a different perspective on what was said or done.
  1. Focus on the Top 50. Most agents have anywhere from 200 to as many as 10,000 people in their database, so it’s critical to create a special list of the Top 50 who are most likely to send you one referral per year. Set a plan to have at least one personal touch with each of your Top 50 every month.
  1. Build for events. These events can be as simple as a backyard barbecue or as elaborate as renting out a theater and hosting a movie night. When you put on an event, it allows you to stay at the front of the mind of your important relationships without an attempt to sell them something.
  1. Refer business to your Top 50. Zig Ziglar always said that, “You can get everything in life you want if you will just help enough other people get what they want.” If you want more referrals, then give more referrals.
  1. Focus on the relationship, not on the sale. People do business with people they like and trust. You build trust by being sincerely interested in them and their needs, while also respecting their timing. If someone isn’t ready to move, they’re still valuable to you if you care enough about them to respect that and provide value to them for their current situation.

Relationships are the cure to lack of profitability in any business. If you focus on the relationship, your business will grow, your profit will increase and you will find more joy in your journey.

For a free copy of my eBook “86-50-1: How to Close 86 Transactions Working With 50 People Just One Hour a Day,” visit WorkmanSuccessSystems.com/86501ebook.

Verl Workman is the founder and CEO of Workman Success Systems (385-282-7112), an international speaking, consulting and coaching company that specializes in performance coaching and building successful power agents and teams. Contact him at Verl@WorkmanSuccessSystems.com.

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Building Your Team’s Vision Board

Apr 22, 2019 by

“You become what you think about.” – Napoleon Hill

I’m always surprised by the effects of focus and clarity in making things happen. Some call this the law of attraction and others call it karma. Either way, there is a powerful connection between clarity of a person’s vision, having it represented visually and reviewing it over time to keep them focused. I still remember my very first vision board, and although I haven’t laid eyes on it in years, I can picture it very clearly. I manifested what I created, including the ability to give back to community, taking a family vacation in a warm location, closing 24 transactions that year and buying a new car.

This workshop came out of a desire to connect with my son who was lost. Being a smart, intelligent person with lots of options made him overwhelmed. I asked him to sit down and really think about what he wanted in life, review what was important to him and then start to plan for his future.

We all know someone, including ourselves, who has started something like a weight loss plan or a new gym membership only to slowly get off task and give up altogether. The purpose of setting the vision board is to start by visualizing your and your team’s success and keep yourself and your team members on track.

Identifying Your ‘Why’

“Working hard for something you don’t care about is called stress. Working hard for something we love is called passion.” – Simon Sinek

A vision board is a way to visualize your team’s success and keep you in the mindset to achieve it. Its purpose is to be displayed where your team members will look at it daily, so that you all internalize the vision and goals. It is very powerful, as it will remind you of your “why.”

Here is the 12-step process for clarifying your goals and developing your vision board. For the purposes of this exercise, we will use both personal and business goals:

  1. List successes in your life so far.
  1. Identify what you want to stop, start or continue.
  1. On a blank piece of paper, brainstorm thoughts, notes and priorities about your ideal life.
  1. Go through the list and start to circle the ones that resonate most strongly with you.
  1. Start to circle and get specific about the ones most important to you.
  1. Organize your goals into the categories below:
  • Family – How much time do you want to spend with family? What are you going to do while you spend time with them? Can you incorporate your family into some work activities?
  • Fun – Is there something you do just for the sake of doing it, that brings you joy? Have you ever wanted to travel? What are your non-work specific goals?
  • Friends – Are there certain people you want to hang out more with? Are you going to surround yourself with people who lift you up? Where can you find these people? How will you know they can help you? Are there people you have lost touch with and want to connect with more?
  • Fitness – Being successful in business means having a strong mind in a strong body. How will you give your body its best chance to support you? What sort of exercise do you want to stop, start or continue? How will you eat? What will you eat? Do you want to attain a certain fitness level? Are there competitions or specific performance goals you want to attain?
  • Faith and/or Beliefs – What are activities that ground you? What will give you inner peace? Is there a way you can give back to society that represents you?
  1. Review your personal life and your business plan for the upcoming year. Use the S.M.A.R.T. Methodology; in other words, make your goals Specific, Measurable, Attainable, Relevant and Timely.

Now comes the fun part…

  1. Use your vision sheets to guide your search for images that represent your vision (there are no rules on how this is done).
  1. Using magazines, Pinterest, Google or other sources, find visuals, graphics, words and quotes that represent your goals and visions.
  1. Cut out the images and put them on the board.
  1. Once you are happy with the format, glue them in place.
  1. Display your vision board above a work area or space that you all look at continuously. When you or team members are feeling a lack of guidance, disoriented or out of sorts, look to the board to re-orient and refocus yourselves.

Jane Johnston is a team leader and top-producing REALTOR® with the Briar Hill Group at RE/MAX Camosun in Victoria, British Columbia. She’s been in real estate since 2006 and moved to RE/MAX in 2013, where she quickly attained Platinum and Chairman’s Club Awards, as well as the RE/MAX Hall of Fame Award. She’s also an MLS Gold Medal Award Winner in her local real estate board. Johnston and her husband have two teenage kids and she can often be found rowing on the water or speed-skating. 

For more information, please visit www.workmansuccesssystems.com.

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